Sales Director Channel – North America

Hornetsecurity GmbH; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Hornetsecurity GmbH is seeking a highly experienced Sales Director Channel for North America to lead growth through strategic partnerships in cloud and IT security. This role involves managing a team, developing sales strategies, and maintaining key partner relationships to drive revenue growth. Ideal candidates will have extensive experience in channel management and a strong network in the cybersecurity space, along with exceptional leadership and strategic execution skills. Join us in building a safer digital future.

Benefits

Full Remote Work and flexible, trust-based working time

20 vacation days and 10 sick days

Medical Care and Be-Active Bonus

Team events like Laser Tag, Escape Room

Opportunity for personal and professional development

Temporary Employee Exchange Program

Healthy work & life balance

Qualifications

• 10+ years in channel sales leadership within cloud and cybersecurity.
• Extensive network of MSPs, VARs, and Distributors across North America.
• Strong technical acumen and data-driven management style.

Responsibilities

• Lead and manage a team of Channel Managers across North America.
• Develop and execute a comprehensive channel sales strategy.
• Maintain and expand relationships with key channel partners.

Skills

Leadership

Channel Management

Pipeline Management

Strategic Thinking

Customer Relationship Management

Education

Bachelor’s or Master’s degree in Business, Technology, or related field

Tools

Salesforce

Job description

Intro

We are seeking a highly experienced and driven Sales Director Channel – North America (m/f/d) to lead and expand our Hornetsecurity partner ecosystem across the region. This role requires a deep understanding of the cloud and IT-security landscape, along with a proven track record of success managing channel ecosystems – including MSPs, VARs, and Distributors – within the U.S. market.

This leadership position is pivotal in shaping and executing our North American channel strategy. You will lead a high-performing team of Channel Managers, Distribution Managers, and Key Account Managers to deliver revenue growth through strategic channel partnerships. A hands-on mentality, strong leadership, and a keen sense for pipeline management are essential for success.

Your Job

Leadership & Team Management

• Lead and manage a team of Channel Managers, Distribution Manager(s), and Key Account Manager(s) across North America.
• Define clear KPIs, coach team members, and support professional development to build a world-class channel sales team.
• Foster a high-performance, collaborative, and accountable team culture.
• Develop and execute a comprehensive North American channel sales strategy aligned with company growth objectives.
• Identify, recruit, and onboard strategic partners, including MSPs, VARs, and Distributors, that align with our market objectives.
• Leverage your existing partner network to accelerate go-to-market plans.

Partner Relationship Management

• Maintain and expand relationships with key channel partners, ensuring alignment on goals, enablement, and execution.
• Understand partners’ business models, pain points, and market opportunities to co-create winning solutions.
• Work closely with marketing and enablement to develop and roll out partner programs, campaigns, and incentives.
• Maintain a detailed understanding of the channel pipeline and contribute to accurate forecasting.
• Lead weekly pipeline and forecast reviews, ensuring the team maintains strong deal hygiene and velocity.
• Drive partner engagement and demand generation to ensure consistent lead flow and revenue growth.

Market Insight & Enablement

• Stay abreast of industry trends in cloud services and IT security; provide regular feedback to Product and Marketing teams.
• Represent the company at industry events, partner summits, and executive briefings to build presence and deepen relationships.

Your Profile

• 10+ years of experience in channel sales leadership roles within the cloud and cybersecurity industry.
• Extensive network of MSPs, VARs, and Distributors across North America, with a proven track record of managing and growing these relationships.
• Demonstrated experience leading channel and distribution teams and achieving revenue targets through partner-driven models.
• Strong technical acumen and ability to converse confidently about cloud and cybersecurity solutions.
• Exceptional strategic thinking and execution capabilities, with a hands-on, data-driven management style.
• Experience working with CRM and partner management tools (e.g., Salesforce, PRM platforms).
• Ability to travel across North America (up to 30%).

Preferred Qualifications

• Bachelor’s or Master’s degree in Business, Technology, or related field.
• Certifications or training in cloud platforms (e.g., AWS, Azure), cybersecurity, or channel programs a plus.
• Experience in scaling channel ecosystems during periods of rapid company growth.
• Free space for innovation and independent action in a fast-growing international company.
• Personal and professional development opportunities.
• Short decision paths and flat hierarchies in an open work atmosphere.
• Healthy work & life balance: 20 vacation days and 10 sick days.
• Temporary Employee Exchange Program: we provide the ability for you to work at our global office locations and explore the world (e.g. Malta, Madrid, Montréal, Berlin).
• Full Remote Work and flexible, trust-based working time.
• Team events like Laser Tag, Escape Room or nights out together – let yourself be surprised.
• Medical Care and Be-Active Bonus: we’ll keep you healthy with an allowance for your membership in fitness and sports clubs.
• Permanent contracts: we’re looking for hornets to grow long-term with us.

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Hornetsecurityis a leading global provider of next-generation cloud-based security, compliance, backup, and security awareness solutions that help companies and organisations of all sizes around the world. Its flagship product, 365 Total Protection, is the most comprehensive cloud security solution for Microsoft 365 on the market. Driven by innovation and cybersecurity excellence, Hornetsecurity is building a safer digital future and sustainable security cultures with its award-winning portfolio. Hornetsecurity operates in more than 120 countries through its international distribution network of 12,000+ channel partners and MSPs. Its premium services are used by more than 125,000 customers.

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