Vice President of Channel Sales

The Edens Group, LLC; Washington (District of Columbia); On-site; USD 250,000 - 350,000; Full time

Job summary

The Edens Group, LLC is assisting a leading provider of identity protection and cyber risk solutions to recruit a highly results-driven VP of Channel Sales to lead and scale channel and partner programs.

The VP will own end-to-end channel development, recruit partners (VARs, MSPs, SI), design enablement, and drive revenue growth in a fast-paced B2B SaaS environment across North America.

Qualifications

• 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS.
• Demonstrated success building channel partner programs in cybersecurity and driving partner-sourced revenue at scale.
• Experience in high-growth startup or scale-up environments strongly preferred.
• Prior people-leadership experience building and managing a channel team.
• Bachelor’s degree in business, Marketing, or a related field (MBA preferred).
• Deep understanding of channel sales models, partner types (VARs, MSPs, SI), and go-to-market strategies in a SaaS environment.
• Strong leadership and team-building skills with ability to engage senior stakeholders.

Responsibilities

• Define Channel Strategy; develop and execute a comprehensive North America partner strategy.
• Build the Ecosystem; recruit, onboard, and scale relationships with VARs, GSIs, MSSPs, and technology/cloud partners.
• Partner Enablement; design and implement enablement programs—training, certification, and sales tools.
• Program Development; build scalable partner programs, incentive structures, and operational frameworks.
• Executive Relationships; establish and maintain senior-level relationships with partner executives.
• Drive revenue growth through channel partners by developing joint business plans and monitoring KPIs.
• Ensure channel partners are aligned with company goals and revenue objectives.
• Work with marketing to develop co-marketing strategies and events to drive engagement and lead gen.
• Align product roadmap with channel partners’ needs and feedback.
• Oversee PRM tools and systems to improve channel operations and engagement.
• Build and scale a high-performing channel team.

Skills

Channel leadership

Go-to-market strategy

Relationship management

Data-driven decisions

Team leadership

Communication

Strategic thinking

Education

Bachelor’s degree in business/Marketing

MBA

Tools

Salesforce

PRM platforms

CRM systems

Job description

As the Leader in Recruiting Intelligence, The Edens Group, LLC, has been retained by a leading provider of identity protection and cyber risk solutions to identify and recruit a highly results-driven VP of Channel Sales to lead and scale their channel sales and partner programs. This role will be critical in developing strategic alliances and driving revenue through a strong network of partners.

Our client is a leader in the B2B2C Cybersecurity markets, with offices around the country. With this new position, you should be interested in and prepared to seize the opportunity to join a world-class, innovative team that is disrupting the cybersecurity industry to protect millions of organizations and individuals against cybercriminals and the billions of dollars in damages and disruption that they inflict daily around the globe. Our client is seeking a powerful VP of Channel Sales to 10x the program: define the strategy, build our partner relationships, stand up the programs that make those partnerships productive, and lead the team that runs it day to day.

The Role

The VP of Channel will be responsible for building and leading the company’s channel sales strategy, driving growth through strategic alliances, channel partners, resellers, and distributors. This leader will own the end-to-end channel development process, including partner acquisition, enablement, management, and revenue growth. The ideal candidate will be a strategic thinker with proven success in building and scaling channel programs in a B2B SaaS environment.

You will be setting the direction for how the company shows up in the partner ecosystem for years to come, and you'll have real influence over what "channel" means at this company.

Responsibilities

• Define Channel Strategy; develop and execute a comprehensive North America partner strategy aligned with the company’s go-to-market objectives.
• Build the Ecosystem; recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners.
• Partner Enablement; design and implement enablement programs — training, certification, and sales tools — so partners can effectively position, sell, and deliver the company’s platforms.
• Program Development; build scalable partner programs, incentive structures (SPIFFs, rebates, deal registration), and operational frameworks that accelerate partner engagement and performance.
• Executive Relationships:; establish and maintain senior-level relationships with partner executives, representing Adaptive at the highest levels of the partner organization.
• Drive revenue growth through channel partners by developing joint business plans, setting revenue targets, and monitoring partner performance against KPIs.
• Ensure channel partners are aligned with company goals and capable of delivering on revenue objectives.
• Work closely with marketing to develop and implement co-marketing strategies, joint campaigns, and events that drive partner engagement and lead generation through the channel.
• Align the company’s product roadmap with channel partners’ needs and feedback.
• Oversee the implementation and management of partner relationship management (PRM) tools and systems to improve channel operations, reporting, and partner engagement.
• Build, lead, and scale a high-performing channel team, including channel account managers, partner success managers, and channel marketing roles.
• Own and manage the overall performance of the channel program, reporting on revenue contribution, partner performance, and ROI. Use data to optimize the program, improve processes, and ensure scalable growth.

Qualifications

• 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS.
• Demonstrated success building channel partner programs in cybersecurity & driving significant partner-sourced revenue at scale.
• Experience in high-growth startup or scale-up environments strongly preferred.
• Prior people-leadership experience building and managing a channel team.
• Bachelor’s degree in business, Marketing, or a related field (MBA preferred).
• Deep understanding of channel sales models, partner types (VARs, MSPs, systems integrators), and go-to-market strategies in a SaaS environment.
• Strong leadership and team-building skills, with a proven ability to manage and develop channel teams.
• Excellent communication and relationship management skills, with the ability to engage and influence senior stakeholders internally and externally.
• Data-driven approach to decision-making, with experience in channel performance analysis, forecasting, and reporting.
• Experience with PRM platforms, CRM systems (e.g., Salesforce), and other channel management tools.
• Ability to thrive in a fast-paced, high-growth environment with a focus on collaboration and execution.

Our client is a B2B2C global care company that offers always-available identity resolution experts (yes, we mean real people available 24/7/365) and tech-forward solutions that uncomplicate the protection process. They opened their first Washington, DC office in 1983 with a simple mission: bringing customers from distress to relief - anytime, anywhere. It's a calling they have held close for decades now, and it's made helping victims of identity theft and cybercrime feel safer and more secure moving forward.

Formerly part of a global multi-billion dollar company, they recently completed a management led buyout allowing them to operate as an independent business.

Salary & Benefits

The compensation for this role is very competitive. We are going to custom-build a compensation package around this individual with a very healthy base salary and strong incentives on top of that. If you thrive in a fast-paced, entrepreneurial environment, and enjoy shaping the landscape within a company.