Senior Director of North America Channel Sales – Cybersecurity Services

Company Overview We are a specialized security services provider focused on Security Access Service Edge (SASE), Data Security Posture Management (DSPM), and Cloud Security technologies. As part of a larger global cybersecurity organization, we deliver managed and professional services through channel partners, acting as an extension of their teams.

Our mission is to be the preferred services partner for both channel partners and leading cybersecurity vendors. We tailor scalable delivery models to address security requirements across the full data lifecycle — from advisory through implementation, optimization, and ongoing managed services.

We deploy, manage, and optimize data security programs on industry-leading platforms. With proven expertise across multiple industries, geographies, and organization sizes, we maintain strong talent acquisition and retention practices to deliver consistent, high-quality outcomes.

Role Overview The Director of North America Channel Sales is a senior, quota-carrying leadership position that leads from the front. This role drives services revenue growth through the North American channel ecosystem, including value-added resellers (VARs), managed service providers (MSPs), solution providers, and system integrators.

This position plays a pivotal role in the organization's North American services expansion strategy, serving as the specialized delivery engine for SASE, DSPM, and cloud security services across the partner community.

Success requires deep experience in channel-based cybersecurity sales — both technology and services — with a proven ability to build and maintain executive-level relationships with partners, collaborate closely with field sales teams, and lead a sales organization with discipline in forecasting, pipeline development, deal progression, and quota achievement.

Reporting: Services General Manager Coverage: North America Travel: Up to 50%

Core Responsibilities

Channel-Led Revenue Growth

• Own and achieve North American services revenue targets through channel partners.
• Develop and execute a partner-centric go-to-market strategy for SASE and DSPM services, aligned with broader organizational priorities.
• Increase services attach rates and expansion within vendor-led opportunities.
• Identify, recruit, onboard, and scale high-potential channel partners.
• Establish the organization as the go-to services delivery partner within the channel ecosystem.

Partner Engagement & Enablement

• Cultivate and maintain senior executive relationships with VARs, MSPs, system integrators, and solution providers.
• Partner closely with internal field sales and sales leadership to shape and execute partner-led deal strategies.
• Create joint account plans centered on repeatable, scalable services motions.
• Equip partners with compelling value propositions, packaging, pricing models, and commercial frameworks.
• Drive co-selling and co-marketing programs with vendors and partners.

Forecasting, Pipeline & Operational Discipline

• Deliver accurate weekly, monthly, and quarterly services revenue forecasts.
• Build and sustain a healthy, predictable services pipeline.
• Conduct rigorous pipeline reviews, forecast calls, and close-plan management.
• Maintain complete visibility into deal stages, risks, and action items.
• Collaborate with finance and operations teams to protect revenue recognition and margin integrity.

Leadership & Scaling

• Lead, inspire, and grow a channel-focused services sales team with a strong hunter mentality.
• Implement repeatable sales processes, playbooks, and best practices aligned with organizational standards.
• Foster a high-performance culture built on accountability, execution, and results.
• Serve as a visible leader and advocate for the services organization internally and externally.

Qualifications & Experience

Required

• 10+ years of channel services sales experience, with significant time in cybersecurity.
• Strong track record of selling through and with channel partners (VARs, MSPs, system integrators).
• Consistent history of accurate forecasting and quota over-achievement.
• Direct experience selling cybersecurity, cloud security, SASE, DSPM, or closely related solutions.

Preferred

• Experience working within or alongside a distributor or value-added distribution model.
• Background in services-led sales (beyond pure product resale).
• Familiarity with vendor partner programs, incentives, and co-sell motions.
• Proficiency with CRM platforms (e.g., Salesforce).

Skills & Attributes

• Proven quota-carrying hunter with strong channel credibility.
• Highly disciplined operator with rigorous forecasting and pipeline management habits.
• Excellent executive-level communication and presentation skills.
• Data-driven, structured, and results-focused mindset.
• Thrives in fast-paced, high-growth environments.
• High integrity, ownership, and personal accountability.

Why Join Us We are a team of creative, driven problem-solvers passionate about turning complex data security challenges into clear, high-impact solutions. Our people think strategically, act decisively, and apply deep expertise to every engagement. We push beyond conventional approaches, challenge assumptions, and take pride in strengthening our customers' security posture.

If you are energized by innovation, motivated by meaningful impact in cybersecurity, and confident in your ability to deliver results, this is an excellent opportunity to grow with a dynamic organization.

We are an Equal Opportunity Employer committed to diversity and inclusion. We recruit, hire, and promote based on qualifications, merit, and business needs without regard to race, religion, color, national origin, gender, sexual orientation, disability status, or other protected characteristics.

Benefits include:

• Medical, Dental, Vision, Life Insurance, Short-Term Disability
• Flexible Spending Accounts (FSA), Health Savings Accounts (HSA)
• Flexible vacation policy
• 12 paid holidays

Senior Director of North America Channel Sales – Cybersecurity Services