US Channel Director, Cybersecurity Partnerships

Pentera; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Pentera, the market leader in AI-native Security Validation, seeks a Director of Channel for the US to build and lead a 100% channel model. You will report to Marketing leadership and manage a Channel ISR to drive partner-driven pipeline across the US.

This role requires strategic vision, hands-on execution, and a strong partner network. You will define the partner motion, recruit and exit partners as needed, and relentlessly optimize the channel to accelerate growth.

Qualifications

• 5+ years in channel or partner management in cybersecurity.
• Proven pipeline and revenue generation through partners.
• Experience building or turning around a channel program.
• Deep understanding of deal registration, margins, MDF, and distribution.
• Willing to say no to partners and align with sales on the channel model.
• Experimental mindset with rapid launches and measurements.
• Player-coach who can work alongside a direct report.
• Excellent communication and executive engagement skills.
• Based in the United States; travel required.

Responsibilities

• Launch the 100% channel model in the US with partner routing.
• Build a partner base of 10–15 priority partners.
• Enable partner engineers with certifications and SPIFFs.
• Generate meetings, registrations, and partner-sourced pipeline.
• Manage a Channel ISR assisting the partner rep base daily.
• Test new routes to market including MSSPs, marketplaces, and tech alliances.

Skills

Channel management

Partner pipeline

Executive engagement

Sales collaboration

Communication

Travel flexibility

Job description

Pentera, the market leader in AI-native Security Validation, seeks a Director of Channel for the US to build and lead a 100% channel model. You will report to Marketing leadership and manage a Channel ISR to drive partner-driven pipeline across the US.

This role requires strategic vision, hands-on execution, and a strong partner network. You will define the partner motion, recruit and exit partners as needed, and relentlessly optimize the channel to accelerate growth.