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Head of Channel

2 hours, 2 minutes ago
United States
Full-time
Executive
Partnerships Manager
Sales and Business Development
AWS Azure Cybersecurity GCP
Apply Now
UpGuard

UpGuard

UpGuard is a cybersecurity ratings platform based in Sydney, Australia, specializing in third-party risk management and attack surface monitoring to prevent data breaches and enhance IT security.

Professional Services
51-250
Founded 2012
$47M raised
View All Jobs 16

Description

  • Design the channel program from the ground up, including partner tiers, rules of engagement, and legal and financial frameworks.
  • Own the strategy and execution of UpGuard’s Cloud Marketplace presence across GCP, AWS, and Azure.
  • Lead the end-to-end execution of Private Offers to accelerate enterprise procurement and use committed cloud spend.
  • Recruit, enable, and manage a curated network of VARs and MSSPs to generate partner-originated pipeline.
  • Drive partner-sourced leads that contribute meaningfully to ARR growth.
  • Partner with RevOps to implement deal registration, attribution, and reporting processes.
  • Integrate the channel motion into a data-driven sales operating model.
  • Personally onboard the first wave of partners and validate the sourced-revenue model before scaling the function.
  • Serve as the primary operator for the channel function in this IC-to-leader role.

Requirements

  • Proven track record of building and scaling partner-sourced revenue in B2B cybersecurity SaaS, preferably in the midmarket.
  • Deep, hands-on experience with cloud marketplaces as both a transactional and lead-generation channel.
  • Strong network and experience within the cybersecurity partner ecosystem, including VARs, MSSPs, and distributors.
  • Experience designing programs that can scale into international markets.
  • General manager mindset with experience owning a business line end-to-end.
  • Ability to build systems that are both scrappy for today and scalable for future growth.
  • Strong systems-thinking and ability to create data-driven, repeatable processes.
  • Highly collaborative approach with the ability to build trust across external partners and internal stakeholders.
  • Exceptional communication skills, with the ability to move between board-level strategy and tactical account support.
  • High-agency mindset with the autonomy to work toward clear revenue goals.
  • Must be able to work from an approved US state: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.
  • Must complete a national police history check and reference checks.
  • Cannot require visa sponsorship or relocation.

Benefits

  • Monthly lifestyle subsidy for financial, physical, and mental well-being.
  • WFH setup allowance within the first 3 months.
  • $1,500 USD annual learning and development allowance.
  • Annual leave plus two additional UpGuardian leave days.
  • 18 weeks of paid parental leave.
  • Personal leave allowance, including sick and carer’s leave.
  • Fully remote working environment.
  • Top-spec hardware provided for the role.
  • Generative AI subsidy with paid subscriptions to AI tools.
  • Health, dental, and vision insurance.
  • Stock options.

Interested in this position?

Apply directly on the company website

Apply Now

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