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Cybersecurity Channel Manager Jobs in Virginia (NOW HIRING)

BCMC

Cyber Case Manager II

Arlington, VA · On-site

$127K - $172K/yr

... channel, replay, return- oriented attacks, and malicious code) Required Education: BS Incident Management, Operations Management, Cybersecurity or related degree. HS Diploma with 4-6 years of ...

ARSIEM Corporation

Incident Manager III

Arlington, VA · On-site

HS Diploma with 7-9 incident management or cyber security experience • 5+ years of directly ... channel, replay, return-oriented attacks, and malicious code) • Excellent oral and written ...

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Cybersecurity Channel Manager information

What is the difference between Cybersecurity Channel Manager vs Cybersecurity Sales Engineer?

AspectCybersecurity Channel ManagerCybersecurity Sales Engineer
Primary FocusManaging partner and reseller relationships, channel strategyTechnical sales support, product demonstrations, client technical consultation
Required SkillsChannel management, partner development, sales strategyTechnical expertise, cybersecurity knowledge, client communication
Work EnvironmentPartner channels, sales teams, marketingDirect client engagement, technical teams, product labs
CertificationsVendor certifications, sales certificationsCybersecurity certifications, technical certifications

While both roles involve cybersecurity and sales, the Cybersecurity Channel Manager focuses on developing and managing partner relationships to expand market reach, whereas the Cybersecurity Sales Engineer provides technical support and demonstrations to clients. Understanding these differences helps organizations assign the right skills to each role for effective cybersecurity sales strategies.

What are the key skills and qualifications needed to thrive as a Cybersecurity Channel Manager, and why are they important?

To thrive as a Cybersecurity Channel Manager, you need a deep understanding of cybersecurity solutions, channel sales strategies, and partner relationship management, often supported by a relevant degree and sales or security certifications. Familiarity with CRM platforms, partner portals, and common cybersecurity technologies like firewalls and endpoint protection is typically required. Strong interpersonal, negotiation, and communication skills help build trust and foster productive partnerships. These skills are vital for effectively growing channel networks, driving revenue, and ensuring partners are equipped to deliver secure solutions.

What is a Cybersecurity Channel Manager?

A Cybersecurity Channel Manager is a professional responsible for building and maintaining relationships with partners, resellers, and distributors who sell a company's cybersecurity products and services. Their main goal is to expand the company's market reach by enabling and supporting channel partners through training, marketing, and sales strategies. They also coordinate with internal sales and technical teams to ensure that partners are equipped with the necessary resources and knowledge to effectively promote and support cybersecurity solutions. By managing these partnerships, Cybersecurity Channel Managers help drive revenue growth and enhance customer satisfaction.

How does a Cybersecurity Channel Manager typically collaborate with partners and internal teams to drive sales growth?

A Cybersecurity Channel Manager works closely with external partners such as value-added resellers, distributors, and managed service providers to promote the company's cybersecurity solutions. Internally, they coordinate with sales, marketing, and technical teams to ensure partners are well-equipped with product knowledge, sales tools, and support. This collaboration often involves joint planning sessions, training initiatives, and co-marketing campaigns to align strategies and achieve mutual sales targets. Building strong relationships and maintaining open communication channels are key to overcoming challenges and driving channel success.
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Cybersecurity Channel Manager jobs near you
Senior Director of Channel Sales, AI cybersecurity, Remote

Senior Director of Channel Sales, AI cybersecurity, Remote

Planet Green Search

Richmond, VA • Remote

Other

Posted 17 days ago

Job description

Senior Director of Channel Sales, AI cybersecurity, RemoteAbout the Company

We are a fast-growing, venture-backed cybersecurity company building the next-generation autonomous data security platform. Our solution automates data loss prevention (DLP) and insider risk management (IRM) in modern environments, protecting sensitive unstructured data across endpoints, SaaS applications, email, cloud storage, GenAI tools, and more.

In an era of rapid data explosion and AI adoption, we deliver real-time, AI-driven protection with minimal manual effort, near-zero false positives, and enterprise-grade scalability. We're serving large enterprises, experiencing strong traction, and expanding aggressively in a massive, high-demand market.

The Opportunity

As Senior Director of Channel Sales, you will own and scale our global channel and partnerships program from the ground up. This is a high-impact, strategic leadership role reporting directly to executive leadership. You'll design and execute the channel strategy that accelerates our go-to-market through resellers, system integrators, MSSPs, GSIs, technology alliances, and referral partners in the cybersecurity ecosystem.

This is an ideal role for a proven channel leader who has successfully built and scaled partner programs at high-growth cybersecurity or SaaS companies and thrives in a fast-paced, entrepreneurial startup environment.

Key Responsibilities
  • Develop and execute a comprehensive channel sales strategy, including partner recruitment, enablement, tiering, and program frameworks.
  • Identify, recruit, and onboard strategic partners (VARs, distributors, MSSPs, GSIs, and technology alliance partners) to drive significant indirect revenue growth.
  • Build and lead a high-performing channel team (as the program scales), including channel managers and partner marketing resources.
  • Own executive-level partner relationships; negotiate joint business plans, co-selling agreements, and aligned incentive structures.
  • Collaborate closely with direct sales, marketing, product, and customer success teams to enable seamless channel support, deal registration, SPIFs/MDF, and conflict resolution.
  • Design and manage partner programs, including certification/training, partner portals, deal registration processes, pricing/spiffs, and performance metrics.
  • Drive partner-sourced and influenced pipeline/revenue to meet aggressive quarterly and annual targets.
  • Analyze channel performance; forecast accurately and deliver executive-level reporting on partner health, ROI, and growth opportunities.
  • Represent the company at industry events, partner conferences, and cybersecurity ecosystems.
  • Stay current on cybersecurity channel trends, competitive dynamics, and evolving partner needs in DLP/IRM/data security.
Qualifications
  • 10+ years of channel/partnership sales experience in cybersecurity, SaaS, or enterprise software; at least 5 years in a senior channel leadership role (Director/VP level).
  • Proven track record of building and scaling channel programs that contribute 30%+ of total company revenue at high-growth companies (Series A-C or later-stage cybersecurity vendors preferred).
  • Deep existing relationships with key cybersecurity channel players (e.g., Optiv, GuidePoint, SHI, CDW, Presidio, Deloitte, PwC, Accenture, and major technology alliance ecosystems).
  • Demonstrated success recruiting and managing MSSPs, GSIs, and technology alliances.
  • Strong understanding of cybersecurity buying motions, compliance drivers, and data security solutions.
  • Exceptional executive presence; experience negotiating complex partner agreements and presenting to C-level audiences.
  • Data-driven mindset with proficiency in CRM/PRM tools, channel analytics, and forecasting.
  • Bachelor's degree required; MBA a plus.
  • Willingness to travel ~40-50% (partner meetings, events, QBRs).
Why Join Us?
  • Join a high-growth startup addressing a critical need in one of the fastest-growing cybersecurity segments.
  • Significant equity opportunity in a well-funded company with proven product-market fit.
  • Competitive base salary,uncapped accelerators, and full benefits.
  • Collaborative culture with experienced cybersecurity professionals.

If you're a channel leader excited to build a transformative partner ecosystem in a high-potential cybersecurity company, we'd love to hear from you.

Senior Director of Channel Sales, AI cybersecurity, Remote

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