Director of Channel Sales

ENT

. Lead, scale, and drive revenue through Ent’s channel ecosystem .

Posted 10/20/2026full-timeRemoteLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in channel sales and alliance management within the cybersecurity industry, with a strong focus on building relationships, driving revenue, and executing strategic initiatives. Proficient in leveraging CRM platforms and facilitating partner enablement to achieve regional revenue targets.

Highest-signal resume keywords

Channel Sales ManagementCybersecurity Industry ExpertiseCRM Proficiency (Salesforce)Executive Presentation SkillsRelationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel Strategy DevelopmentRevenue GenerationPipeline DevelopmentQuota ExceedingSolution MappingBusiness PlanningPerformance TrackingEnablement Program FacilitationNegotiationMulti-Million Dollar Pipeline Development

Soft Skills

MentoringTeam LeadershipCommunication

Tools & Technologies

SalesforcePartner Portal Management

Industry Keywords

Cybersecurity SalesVAR PartnershipsNetwork SecurityEndpoint SecurityIdentity SecurityCloud SecuritySASESecOpsGo-To-Market StrategyExecutive Relationships

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Lead, scale, and drive revenue through Ent’s channel ecosystem
Build, execute, and own the West Coast channel strategy to achieve regional revenue targets
Establish and nurture executive- and field-level relationships with core national and regional VAR partners
Drive joint go-to-market strategy, business planning, and solution mapping with VAR sales and technical leaders
Align with direct enterprise sales leaders and field representatives to drive co-selling, pipeline generation, and deal velocity
Conduct quarterly business reviews with key partner accounts to track performance, pipeline development, and revenue delivery
Facilitate enablement programs, training, and certifications for partner sales and technical teams
Drive partner mindshare and advocate internally for partner needs across product, marketing, and executive leadership
Optionally lead, mentor, or guide matrixed regional teams and channel managers

Requirements

What you’ll need

Minimum of 10 years of total experience in cybersecurity sales or marketing
Minimum of 5 years of dedicated channel sales / alliance management experience in the cybersecurity industry
Willingness and ability to travel up to 50% across the Western territory for customer, partner, and industry event visits
Proven record of exceeding quota targets and developing multi-million dollar channel pipelines
Deep understanding of the enterprise cybersecurity technology landscape, such as Network Security, Endpoint, Identity, Cloud Security, SASE, or SecOps
Strong executive presentation, negotiation, and relationship-building skills
High proficiency in CRM platforms such as Salesforce and partner portal ecosystem management
Prior direct people-management, mentoring, or team-growth experience is a bonus

Benefits

Comp & perks

Distributed workplace; remote hiring across North America
Meaningful equity on top of salary
Ent pays 90% of medical, dental, and vision coverage
Ent pays 75% of dependent medical, dental, and vision coverage
Flexible PTO
12 weeks of fully paid maternity leave (birth, adoption, or foster)
8 weeks of fully paid paternity leave
$100 monthly lifestyle account for fitness, wellness, learning, and more
$500 home office stipend for remote employees