Head of Channel
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Job Description
Head of Channel building HiddenLayer’s global partner strategy for its AI security platform. Driving reseller, distributor, integrator, and MSSP revenue through scalable channel programs.
Responsibilities:
- Define and execute HiddenLayer’s channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets
- Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners
- Recruit, onboard, activate, and develop high-value partners
- Create partner plans for pipeline generation, co-selling, services delivery, and customer expansion
- Create joint go-to-market plans, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals
- Establish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting
- Align account coverage with direct sales leadership and orchestrate co-sell motions
- Prevent channel conflict and improve deal velocity from opportunity creation through close
- Develop scalable partner enablement for sales, technical, and services teams
- Collaborate with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps
- Provide partner and market insights to leadership to inform product priorities, packaging, services, positioning, and ecosystem investments
- Represent HiddenLayer with partners and at relevant industry events
Requirements:
- 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field
- Track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue
- Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners
- Established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are a plus
- Prior experience carrying a direct or overlay quota
- Understanding of how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded
- Experience operating in a high-growth startup, preferably during Series A through Series C stages
- Strong executive presence and ability to influence senior stakeholders
- Excellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics
- Operational rigor and comfort using Salesforce, PRM platforms, and reporting tools
- Collaborative, commercially minded leadership
- Willingness to travel periodically for partner meetings, customer engagements, and industry events
Benefits:
- Fully remote global team
- Generous home office setup stipend
- Annual home office equipment upgrades
- Monthly internet/phone stipend
- Five healthcare options, with some fully subsidized by HiddenLayer
- Vision benefits
- Dental benefits
- 401(k) offerings
- Unlimited and flexible time off for salaried employees
- 15 paid company holidays
- Dedicated learning and development fund for training, conferences, certifications, and industry events
- Intentional company gatherings a couple of times a year
- Equal opportunity workplace
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