Senior Channel Manager Cybersecurity

Job Description - Senior Channel Manager Cybersecurity

We're building more than a cybersecurity product — we're creating and leading the category of Continuous Automated Red Teaming (CART) and Automated Pen Testing. Our AI-based platform emulates real-world attacks across enterprise environments to proactively discover and prioritize exposures — before adversaries' strike.

Role Overview:

The Senior Channel Manager – Global will be responsible for developing, scaling, and managing Flients's global partner ecosystem, including MSSPs, VARs, distributors, and strategic alliances across multiple regions. This is a high-impact leadership role that requires both strategic vision and execution excellence. The role will involve working closely with the CEO to co-create business plans, driving channel-led growth, and managing global channel operations end-to-end to position client as a market leader in Continuous Automated Red Teaming (CART) and External Attack Surface Management (EASM).

Roles & Responsibilities:

Global Channel Strategy & Execution

• Develop and execute a global channel sales strategy, ensuring alignment with corporate objectives.
• Identify, recruit, and onboard new partners (MSSPs, VARs, distributors, and technology alliances) across North America, Europe, the Middle East, and APAC.
• Scale indirect sales as a core global growth engine.

Partner Ecosystem Development

• Build, manage, and nurture relationships with global partners to maximize revenue impact.
• Design and implement partner enablement programs (training, sales playbooks, joint GTM, and technical enablement).
• Drive joint business planning sessions with the CEO and partners to maximize alignment and ROI.

Leadership & Management

• Provide management oversight of global channel operations, ensuring clarity, accountability, and execution.
• Mentor and guide regional partner managers, ensuring consistency in global execution.
• Collaborate cross-functionally with sales, marketing, product, and leadership teams to deliver on global revenue goals.

Revenue & Performance Management

• Define KPIs, track partner performance (pipeline contribution, deal registration, win rates, revenue).
• Present business reviews to the CEO and leadership team, ensuring accountability and growth.
• Negotiate global partner agreements, ensuring compliance and win-win outcomes.

Market Engagement

• Represent FireCompass at international partner events, conferences, and joint customer engagements.
• Stay ahead of global cybersecurity trends, competitive channel activities, and evolving partner business models.

Skills and Experience:

• 7–12 years in channel sales or alliance management, with at least 5 years in cybersecurity/SaaS.
• Proven track record of building and scaling global partner ecosystems.
• Experience managing MSSP, VAR, and distributor relationships across multiple regions.
• Strong understanding of cybersecurity sales cycles, partner compensation models, and global market dynamics.
• Demonstrated ability to co-create business plans with CXOs/CEOs and drive execution.
• Strong leadership and management skills with the ability to influence executive-level stakeholders (internal and external).
• Excellent negotiation and contract management experience.
• Experience collaborating with cross-functional global teams (sales, marketing, product, technical).
• Proficiency with CRM systems (Salesforce preferred) and partner management tools.

Nice-to-Have:

• Experience with AI-driven security solutions.
• Established global partner network in BFSI, telecom, or large enterprise verticals.
• Prior experience in a startup or high-growth environment.
• Multilingual capability or strong cross-cultural experience.