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Head of Channel

19 hours, 14 minutes ago
United States
Full-time
Lead
Partnerships Manager
Sales and Business Development
AWS Azure CrowdStrike Cybersecurity Databricks GCP SIEM Snowflake SOC Splunk
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Anvilogic

Anvilogic

Anvilogic is an AI-driven SOC platform that revolutionizes security operations by detecting threats, hunting where the enterprise SOC chooses, and automating incident response.

Professional Services
51-250
Founded 2019
$39M raised
View All Jobs 5

Description

  • Design and execute the end-to-end channel strategy, including partner tiering, incentives, deal registration, and partner enablement.
  • Define the ideal partner profile and recruit VAR, MSSP, GSI, and technology alliance partners in the cybersecurity ecosystem.
  • Leverage and expand existing partner relationships to onboard, activate, and manage high-impact channel partners.
  • Serve as the executive relationship owner for top-tier partners through QBRs, joint go-to-market planning, and co-sell alignment.
  • Own channel-sourced and channel-influenced pipeline targets and drive measurable partner-generated ARR growth.
  • Collaborate with direct sales to run co-sell motions, reduce channel conflict, and improve deal velocity.
  • Work with marketing to create partner campaigns, MDF programs, and demand generation initiatives.
  • Lead, mentor, and develop two direct reports while helping scale the team as the program grows.
  • Partner with Sales Engineering, Customer Success, and Product to equip partners with the resources needed to position and deliver Anvilogic.
  • Contribute to the company’s broader go-to-market strategy as a key voice reporting to the VP of Sales.

Requirements

  • 7+ years of channel sales or partner management experience in cybersecurity or enterprise software.
  • Demonstrated success building or significantly scaling a channel program at a startup or growth-stage company with $10M–$150M ARR.
  • Existing, active relationships with key cybersecurity VARs, distributors, and MSSPs such as Optiv, GuidePoint, Presidio, Insight, CDW, World Wide Technology, Trace3, or equivalent.
  • Proven track record of generating measurable channel-sourced and channel-influenced revenue.
  • Experience managing and developing a small team with a bias toward building, not just managing.
  • Strong executive presence and communication skills, including comfort presenting to C-level stakeholders internally and externally.
  • Ability to operate with both strategic vision and tactical execution in a fast-paced, resource-constrained environment.
  • Deep familiarity with the SIEM, SOC, or detection engineering landscape and surrounding partner ecosystem is preferred.
  • Experience selling through or working alongside AWS, Azure, or GCP cloud marketplaces and partner ecosystems is preferred.
  • Prior experience at a Series B or Series C cybersecurity company navigating the shift from founder-led sales to a scaled partner motion is preferred.
  • Background in or strong understanding of MSSP business models, delivery economics, and vendor adoption criteria is preferred.
  • Familiarity with MITRE ATT&CK, detection-as-code concepts, or modern SOC architectures is preferred.
  • Experience building or working within a distribution-led two-tier channel model is preferred.

Benefits

  • On-target earnings of $250,000 to $350,000, depending on experience, qualifications, and location.
  • Competitive salary with equity in the company.
  • Comprehensive medical, dental, and vision insurance.
  • Unlimited paid time off for work-life balance.
  • 401(k) retirement plan with company match.
  • Monthly stipend for home internet and cell phone expenses.

Interested in this position?

Apply directly on the company website

Apply Now

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