Cyware · 3 months ago
Head of Channel (REMOTE)
United States
Full-time
Remote
Director/Executive
15+ years expCyware is a cybersecurity company that offers an innovative Cyber Fusion platform integrating threat intelligence and automation. They are seeking a Head of Channels and Alliances to lead channel partnerships, drive growth, and build a team to enhance their market presence.
Cloud SecurityCyber SecurityInformation TechnologySecurity
No H1B
U.S. Citizen Only
Responsibilities
Set the vision for the optimal partner program given our product positioning and competitive advantages
Identify, recruit, and onboard global, national and regional partners that align with our vision and objectives
Help execute product strategy through sourcing and managing channel alliances
Ownership of the entire channel alliance lifecycle, from lead to launch
Define and oversee internal resources to support the partner program
Design and drive sales enablement programs for our partners
Grow and maintain the sales channel
Build and nurture relationships across partners
Provide market feedback to our product teams
Develop and execute on key partner infrastructure, including processes, forecasting, compensation, training, and operational initiatives
Identify solutions to joint operational problems and co-lead joint business planning processes
Build new capabilities and mindsets that enable successful operational partnerships
Educate Sales teams on new Alliances pricing models, sales, integrations, support models, and functionality within the designated channel alliance
Create and manage operational metrics and meeting cadence with the alliance partners
Pitch new deals, create proposals, negotiate agreements, and win new business
Communicate how Cyware’s offerings drive security, our competitive advantage, and why it is worth the investment
Navigate the industry to find key decision-makers and build their trust in both you and the company
Act as executive champion for partner integrations within Alliance opportunities
Successfully commercialize and scale new business to achieve annual strategic and financial goals
Communicate value of initiatives and deal pipeline to executives through metrics and maintain leadership input and alignment
Design go-to market value propositions that serve the interest of Cyware and alliance organization strengths
Serve as a trusted advisor internally and within the alliance ecosystem
Represent Cyware at conferences, potentially serving as a speaker or panelist
Negotiate contract amendments requiring changes in collaboration with the contracts team and seamlessly unwind partnerships
Conduct outreach, evaluate, and complete due diligence on new potential partners that link to business development strategies and growth Initiatives
Determine optimal legal, operational, and financial structure
Devise and achieve bookings objectives as set in the monthly/quarterly/annual plans
Review pipeline opportunities with sales leadership to ensure the highest possibility of closure
Travel will be required
Qualification
Required
US Citizenship is a requirement of this position in accordance with 8 U.S.C 1324b(a)(2)(C)
Possess Bachelor's degree or equivalent experience; MBA preferred
At least 15 years of work experience in cybersecurity product organizations with a minimum 5 years of work experience in channel alliances
Successful track record of understanding company strategy and driving revenue out of channel alliances and partnerships and achieving targets
Ability to articulate a vision of the future landscape and all of the supporting steps necessary to achieve that vision, taking into account potential challenges and coming up with appropriate solutions
Be a clear and effective communicator with excellent verbal and written skills
Possess in-depth technical knowledge in one or more domains relevant to SaaS and security, and creating innovative solution architectures
Demonstrated capability within technical disciplines such as solutions architecture and/or sales engineering
Demonstrated excellence in strategic thinking, analytic decision making, and troubleshooting skills
Knowledge of contracts and strong negotiation and influencing skills
Ability to develop creative, valuable solutions for contract and operational issues
Skilled at working up and down organizationally and across all functions, including legal and regulatory
Ability to succeed in a high functioning, results driven team that is evolving and changing rapidly
Highly professional, collaborative, self-motivated individual with the ability to work in a fast-paced environment, in dispersed groups and independently
Preferred
Prior experience working with global diverse teams
Benefits
Comprehensive benefits package including time off, paid holidays, retirement plans, insurance coverage and much more.
Competitive compensation packages.
Company
Cyware
Cyware provides cyber fusion solutions to help businesses detect and stop cyberattacks.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$73MKey Investors
Ten Eleven VenturesPrelude FundEmerald Development Managers
2023-06-29Series C· $30M
2021-03-16Series B· $30M
2021-01-11Series A
Leadership Team
Anuj Goel
Co-founder and CEO
Akshat Jain
Co Founder
Recent News
mescomputing.com
2026-01-17
Help Net Security
2025-11-28
Company data provided by crunchbase