Make a difference here. UltraViolet Cyber is a leading platform-enabled unified security operations company providing a comprehensive suite of security operations solutions. Founded and operated by security practitioners with decades of experience, the UltraViolet Cyber security-as-code platform combines technology innovation and human expertise to make advanced real-time cybersecurity accessible for all organizations by eliminating risks of separate red and blue teams. By creating continuously optimized identification, detection, and resilience from today’s dynamic threat landscape, UltraViolet Cyber provides both managed and custom-tailored unified security operations solutions to the Fortune 500, Federal Government, and Commercial clients. UltraViolet Cyber is headquartered in McLean, Virginia, with global offices across the U.S. and in India. What You'll Do:

1. Channel Program Development

Formalize the company’s channel operating model.

Key responsibilities:

Design and implement a tiered partner program
Establish partner engagement framework (rules of engagement, deal registration, referral vs resale vs services)
Create partner enablement framework
Develop partner onboarding playbooks
Align internal teams on partner engagement strategy

Deliverables:

Channel program guide
Partner onboarding framework
Partner enablement curriculum
Partner portal / content structure

2. Strategic Partner Development

Build and deepen relationships with key national partners.

Primary targets include:

WWT
GuidePoint Security
Additional national integrators as identified.

Key activities:

Executive relationship development
Account mapping across top enterprise accounts
Joint solution positioning
Vendor co-selling alignment
Quarterly business reviews

Objective:

Turn national partners into consistent sources of large services engagements.

3. Regional Partner Activation

Strengthen and activate relationships with regional VARs and services partners.

Examples include:

Defy Security
Evotek
Technologent
Additional regional security partners.

Key responsibilities:

Refresh partner relationships
Reintroduce services capabilities
Conduct enablement sessions for partner sales teams
Identify top seller champions within partner organizations
Run pipeline generation campaigns

Objective:

Drive consistent regional services pipeline.

4. Sales Enablement & Field Activation

A major part of the role will be enabling partner sellers.

Responsibilities:

Deliver partner sales training
Build micro playbooks for partners
Equip partners with positioning guides
Conduct account mapping sessions
Support joint customer meetings

Key outcomes:

Partners understand when to bring us in
Partners know how to position our services

5. Partner Pipeline Development

The Channel Director will own pipeline development with partners.

Activities include:

Joint opportunity identification
Co-selling motions
Partner-led pipeline campaigns
Marketing collaboration
Field engagement with partner sellers

Target:

Consistent partner sourced and partner influenced pipeline growth.

6. Partner Governance & Performance

Introduce operational rigor to partner relationships.

Responsibilities:

Partner scorecards
Quarterly business reviews
Joint account planning
Pipeline tracking
Revenue attribution

Metrics tracked:

Partner sourced pipeline
Partner influenced revenue
Active partner sellers
Enablement participation
Opportunity conversion rates

What You Have:

Experience:

4–8+ years in channel or alliances roles in a MSSP environment offering Pen Testing, MDR, SOC as a Service, and Security Engineering solutions
Experience working with VARs, national integrators, or security partners
Experience building partner programs from early stages

Skills:

Executive relationship development
Partner enablement
Pipeline development
Sales strategy
Cross-functional collaboration

Mindset:

This person must be:

Builder (program creation)
Operator (drive pipeline)
Connector (relationships across partners)

UltraViolet Cyber maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect our company's differing products, services, industries and lines of business. Candidates are typically placed into the range based on the preceding factors.

We sincerely thank all applicants in advance for submitting their interest in this position. We know your time is valuable.

UltraViolet Cyber welcomes and encourages diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability, or veteran status.

If you want to make an impact, UltraViolet Cyber is the place for you!

Channel Director (West)

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