Senior Director of Channel Sales, AI cybersecurity, Remote

Planet Green Holdings; San Francisco (CA); Teletrabalho; USD 180 000 - 260 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Equity opportunity

Full benefits

Resumo da oferta

Planet Green Holdings seeks a Senior Director of Channel Sales to build and scale its global partner program in the AI cybersecurity space. You will recruit VARs, MSSPs, GSIs, and tech alliances, lead a channel team, and manage executive partner relationships while coordinating with direct sales, marketing, product, and CS to drive revenue.

You bring 10+ years in channel sales, a track record of 30%+ indirect revenue, and deep cybersecurity ecosystem connections; travel will be ~40–50% as needed.

Qualificações

• 10+ years in channel/partnership sales in cybersecurity/SaaS/enterprise software.
• At least 5 years in senior channel leadership (Director/VP).
• Proven ability to drive 30%+ of revenue from channel programs.
• Deep relationships with major cybersecurity channel players.

Responsabilidades

• Develop and execute a comprehensive channel sales strategy and program.
• Identify, recruit, and onboard strategic partners to drive indirect revenue.
• Build and lead a high-performing channel team and partner marketing.
• Negotiate joint business plans and aligned incentives with partners.
• Collaborate with sales, marketing, product and CS to enable channel support.
• Manage partner programs including certification, portals, pricing, and SPIFs.
• Drive partner-sourced pipeline and quarterly/annual targets.
• Forecast channel performance and report on ROI and growth opportunities.
• Represent the company at industry events and partner conferences.
• Stay current on cybersecurity channel trends and partner needs.

Conhecimentos

Channel sales

Partnership development

Executive presentation

Forecasting & analytics

CRM/PRM proficiency

Leadership

Travel readiness

Formação académica

Bachelor's degree

MBA

Ferramentas

Salesforce CRM

Channel analytics tools

Descrição da oferta de emprego

Senior Director of Channel Sales, AI cybersecurity, Remote

Senior Director of Channel Sales, AI cybersecurity, Remote

About the Company

We are a fast-growing, venture-backed cybersecurity company building the next-generation autonomous data security platform. Our solution automates data loss prevention (DLP) and insider risk management (IRM) in modern environments, protecting sensitive unstructured data across endpoints, SaaS applications, email, cloud storage, GenAI tools, and more.

In an era of rapid data explosion and AI adoption, we deliver real-time, AI-driven protection with minimal manual effort, near-zero false positives, and enterprise-grade scalability. We're serving large enterprises, experiencing strong traction, and expanding aggressively in a massive, high-demand market.

The Opportunity

As Senior Director of Channel Sales, you will own and scale our global channel and partnerships program from the ground up. This is a high-impact, strategic leadership role reporting directly to executive leadership. You'll design and execute the channel strategy that accelerates our go-to-market through resellers, system integrators, MSSPs, GSIs, technology alliances, and referral partners in the cybersecurity ecosystem.

This is an ideal role for a proven channel leader who has successfully built and scaled partner programs at high-growth cybersecurity or SaaS companies and thrives in a fast-paced, entrepreneurial startup environment.

Key Responsibilities

• Develop and execute a comprehensive channel sales strategy, including partner recruitment, enablement, tiering, and program frameworks.
• Identify, recruit, and onboard strategic partners (VARs, distributors, MSSPs, GSIs, and technology alliance partners) to drive significant indirect revenue growth.
• Build and lead a high-performing channel team (as the program scales), including channel managers and partner marketing resources.
• Own executive-level partner relationships; negotiate joint business plans, co-selling agreements, and aligned incentive structures.
• Collaborate closely with direct sales, marketing, product, and customer success teams to enable seamless channel support, deal registration, SPIFs/MDF, and conflict resolution.
• Design and manage partner programs, including certification/training, partner portals, deal registration processes, pricing/spiffs, and performance metrics.
• Drive partner-sourced and influenced pipeline/revenue to meet aggressive quarterly and annual targets.
• Analyze channel performance; forecast accurately and deliver executive-level reporting on partner health, ROI, and growth opportunities.
• Represent the company at industry events, partner conferences, and cybersecurity ecosystems.
• Stay current on cybersecurity channel trends, competitive dynamics, and evolving partner needs in DLP/IRM/data security.

Qualifications

• 10+ years of channel/partnership sales experience in cybersecurity, SaaS, or enterprise software; at least 5 years in a senior channel leadership role (Director/VP level).
• Proven track record of building and scaling channel programs that contribute 30%+ of total company revenue at high-growth companies (Series A–C or later-stage cybersecurity vendors preferred).
• Deep existing relationships with key cybersecurity channel players (e.g., Optiv, GuidePoint, SHI, CDW, Presidio, Deloitte, PwC, Accenture, and major technology alliance ecosystems).
• Demonstrated success recruiting and managing MSSPs, GSIs, and technology alliances.
• Strong understanding of cybersecurity buying motions, compliance drivers, and data security solutions.
• Exceptional executive presence; experience negotiating complex partner agreements and presenting to C-level audiences.
• Data-driven mindset with proficiency in CRM/PRM tools, channel analytics, and forecasting.
• Bachelor's degree required; MBA a plus.
• Willingness to travel ~40–50% (partner meetings, events, QBRs).

Why Join Us?

• Join a high-growth startup addressing a critical need in one of the fastest-growing cybersecurity segments.
• Significant equity opportunity in a well-funded company with proven product-market fit.
• Competitive base salary,uncapped accelerators, and full benefits.
• Collaborative culture with experienced cybersecurity professionals.