Channel Account Director

Filigran

Channel Account Director driving partner sales and scaling partnerships for cybersecurity solutions across eastern US and Canada. Focusing on recruiting and enabling VARs, distributors, and MSSPs.

Posted 5/7/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets.
Recruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the North America plan.
Develop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with Marketing.
Plan and run regional partner demand-generation (campaigns, webinars, field events) with Marketing.
Define, track, and report KPIs.
Champion a partner-first motion with Sales: deal strategy/structuring, executive alignment, disciplined deal registration, and forecast accuracy.
Ensure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data quality (partner profiles, contacts, opportunities, activities).
Review and suggest enhancements to our channel and MSSP programs and enablement content; Create new partner supporting and enablement collateral.
Provide market and competitive insights to Sales, Product, Marketing, and Leadership.

Requirements

What you’ll need

6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement.
Proven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-selling.
Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline.
Strong commercial acumen; experience structuring deals balancing partner profitability and company goals.
Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region.
Able to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs.
Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting.
Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable.
Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership.
Identifies new opportunities and drives initiatives that grow partner success, pipeline, and revenue.

Benefits

Comp & perks

Competitive pay + equity - everyone shares in our success
Remote-first, flexible, and balanced - work that fits your life
Your setup, your choice - pick the gear that works for you
Twice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screen

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner salespipeline managementKPI trackingdeal structuringaccount mappingdemand generationcybersecuritythreat intelligenceCRM managementforecasting

Soft Skills

commercial acumencross-functional collaborationself-starterproactiveadaptableexecutive presencerelationship buildingcommunicationleadershipproblem-solving