Senior Director of Channel Sales, AI cybersecurity, Remote

Planet Green Holdings; San Jose (CA); Remote; USD 210,000 - 320,000; Full time

Job summary

Planet Green Holdings seeks a Senior Director of Channel Sales to own and scale a global channel and partnerships program from the ground up, reporting to executive leadership. This high-impact role drives partner recruitment, enablement, and alliance management across resellers, MSSPs, GSIs, and technology partners in cybersecurity.

The ideal candidate has 10+ years in channel leadership at high-growth cybersecurity or SaaS firms, with a track record of contributing 30%+ of revenue through

Qualifications

• 10+ years of channel/partnership sales experience at senior level in cybersecurity/SaaS/enterprise software.
• Proven ability to build and scale partner programs contributing significant revenue.
• Strong relationships with major cybersecurity channel players and ecosystems.

Responsibilities

• Develop and execute a comprehensive channel sales strategy and program framework.
• Recruit, onboard, and enable strategic partners across VARs, MSSPs, GSIs, and technology alliances.
• Build and lead a high-performing channel team as the program scales.
• Own executive-level partner relationships and co-selling agreements.
• Collaborate with direct sales, marketing, and product teams to enable channel support and deal registration.
• Design and manage partner programs, training, portals, pricing, and incentives.
• Drive partner-sourced and influenced pipeline to meet aggressive targets.
• Forecast channel performance and report on ROI and growth opportunities.

Skills

Channel leadership

Strategic partnerships

Executive communication

CRM analytics

Education

Bachelor's degree

MBA a plus

Tools

CRM systems

Job description

Senior Director of Channel Sales, AI cybersecurity, Remote

• San Jose, CA

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.

If you're a channel leader excited to build a transformative partner ecosystem in a high-potential cybersecurity company, we'd love to hear from you.