Director of Channel Partnership Management - TPRM

Remote

Full Time

Experienced

Director of Channel Partnership Management - TPRM
Remote in the United States

The Director of Channel Partnership Management - TPRM is a key strategic leader responsible for revenue generation and partnership management with resellers, cloud platform marketplaces and other strategic partners. This individual will lead both existing partnerships and develop new channel/partner relationships. Key outcomes include expanded sales growth through dedicated channel-based initiatives, leading partner enablement for TPRM products and services, setting sales targets, providing support, and analyzing performance to achieve TPRM growth targets. This role requires strong strategic, sales, and relationship-building skills with proven cybersecurity knowledge and established relationships with major resellers/partner organizations.

Key Responsibilities

Partner Recruitment & Onboarding: Identify, recruit, and onboard new strategic partners, such as resellers, distributors, and MSSPs, to expand our market reach.
Relationship Management: Build and maintain strong, mutually beneficial relationships with key channel partners to ensure optimal performance, satisfaction, and long-term collaboration.
Strategy Development & Execution: Develop and implement a comprehensive channel territory plan and individual partner business plans aligned with company revenue goals.
Sales Enablement & Training: Provide partners with the necessary training, support, and educational materials to ensure effective product positioning and sales of our third-party risk management solutions.
Performance Monitoring & Analysis: Continuously monitor and analyze partner performance using key metrics (KPIs), pipeline data, deal registrations, and revenue reports to identify areas for growth and improvement.
Collaboration: Work closely with internal teams, including direct sales, marketing, and product development, to ensure alignment of channel strategies with overall business objectives and market needs.
Market Intelligence: Collect and analyze market and competitor data to inform channel strategies and identify new opportunities within the third-party risk and supply chain security landscape.
Contract Negotiation: Negotiate and manage channel partner contracts and agreements, ensuring compliance with company policies and procedures.
Promote Partner Tools: Promote the use of partner portals, deal registration processes, and incentive programs to maximize partner engagement and efficiency.

All employees must be authorized to work in the United States. We provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, we comply with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

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Do you have at least 5 years of experience managing or leading channel or reseller partnerships in the cybersecurity or technology industry?*

Do you currently have active relationships with cybersecurity-focused resellers, distributors, or MSSPs (e.g., Optiv, CDW, SHI, GuidePoint, etc.)?*

Have you previously sold or managed partnerships involving Third-Party Risk Management (TPRM), Vendor Risk, or Supply Chain Security solutions?*

Have you held direct revenue or quota responsibility for a partner channel or alliance program?*

This role requires frequent travel (25–40%) to meet partners and attend events. Are you able and willing to travel as required?*

Are you legally authorized to work in the United States on a full-time basis?*

Will you now or in the future require sponsorship for employment visa status?*

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Director of Channel Partnership Management - TPRM

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