Sales Director Channel – North America

Hornetsecurity; United States; On-site; USD 150,000 - 300,000; Full time

Job summary

Hornetsecurity, a leader in IT security and cloud services, is seeking a Sales Director Channel for North America to lead their partner ecosystem. This role is crucial in developing a high-performance team and executing strategic market initiatives, managing channel partnerships with an emphasis on growth and innovation.

Benefits

Free space for innovation and independent action

Personal and professional development opportunities

Healthy work & life balance: 20 vacation days and 10 sick days

Full Remote Work and flexible working time

401(k) Plan

Qualifications

• 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.
• Proven track record of managing and growing channel partnerships.

Responsibilities

• Lead and manage a team of Channel Managers, Distribution Managers, and Key Account Managers.
• Develop and execute a comprehensive North American channel sales strategy.
• Maintain and expand relationships with key channel partners.

Skills

Leadership

Strategic Thinking

Relationship Management

Technical Acumen

Education

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

Tools

CRM and partner management tools

Job description

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.

YOUR BENEFITS

• 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.
• 401(k) Plan - we care about your future.

Additional note - Hornetsecurity participates in the E-Verify program to confirm the employment eligibility of all newly hired employees in the United States.

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales, Management, and Business Development

• Industries

  Software Development, Computer and Network Security, and IT Services and IT Consulting

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