Channel Director (West)
TLDR
Formalize and scale UltraViolet Cyber’s channel and alliances program while driving pipeline through strategic national and regional partnerships.
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
- Channel program guide
- Partner onboarding framework
- Partner enablement curriculum
- Partner portal / content structure
- WWT
- GuidePoint Security
- Additional national integrators as identified.
- Executive relationship development
- Account mapping across top enterprise accounts
- Joint solution positioning
- Vendor co-selling alignment
- Quarterly business reviews
- Defy Security
- Evotek
- Technologent
- Additional regional security partners.
- Refresh partner relationships
- Reintroduce services capabilities
- Conduct enablement sessions for partner sales teams
- Identify top seller champions within partner organizations
- Run pipeline generation campaigns
- Deliver partner sales training
- Build micro playbooks for partners
- Equip partners with positioning guides
- Conduct account mapping sessions
- Support joint customer meetings
- Partners understand when to bring us in
- Partners know how to position our services
- Joint opportunity identification
- Co-selling motions
- Partner-led pipeline campaigns
- Marketing collaboration
- Field engagement with partner sellers
- Partner scorecards
- Quarterly business reviews
- Joint account planning
- Pipeline tracking
- Revenue attribution
- Partner sourced pipeline
- Partner influenced revenue
- Active partner sellers
- Enablement participation
- Opportunity conversion rates
Deliverables:
2. Strategic Partner Development
Build and deepen relationships with key national partners.
Primary targets include:
Key activities:
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:
Key responsibilities:
Objective:
Drive consistent regional services pipeline.
4. Sales Enablement & Field Activation
A major part of the role will be enabling partner sellers.
Responsibilities:
Key outcomes:
5. Partner Pipeline Development
The Channel Director will own pipeline development with partners.
Activities include:
Target:
Consistent partner sourced and partner influenced pipeline growth.
6. Partner Governance & Performance
Introduce operational rigor to partner relationships.
Responsibilities:
Metrics tracked:
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
- Executive relationship development
- Partner enablement
- Pipeline development
- Sales strategy
- Cross-functional collaboration
- Builder (program creation)
- Operator (drive pipeline)
- Connector (relationships across partners)
Skills:
Mindset:
This person must be:
UltraViolet Cyber builds a cybersecurity platform that integrates security operations for enterprises, eliminating risks associated with traditional red and blue team approaches. Targeting Fortune 500 and government clients, they deliver a combination of technology-driven solutions and expert management to enhance real-time security across diverse organizational landscapes.