Director of Channel Sales

Job Description

Job Description

Established in 2022, Guardz rapidly emerged as a noteworthy player in the cybersecurity sphere, securing $85M in funding and rallying a dedicated team of 100 industry professionals. Our vision is to foster a safer digital landscape for small and medium businesses across the globe. To this end, we introduced our comprehensive all-in-one Secure & Insure platform, and continue to grow and expand our team, our partnerships and our revenue.

In this leadership role, you'll drive the growth of Guardz's global channel partner ecosystem—recruiting, enabling, and scaling high-impact relationships with distributors, marketplaces, VARs, and MSPs / MSSPs. You'll own the full partner lifecycle, from onboarding to joint go-to-market execution and long-term revenue growth, acting as a senior liaison between Guardz and its strategic partners.

This role is ideal for a results-driven channel leader with cybersecurity experience, a builder's mindset, and a passion for driving scalable partner success in a fast-paced startup environment.

Responsibilities :

• Conduct sales calls on a daily basis with potential partners.
• Qualify potential prospects to fit Guardz's ideal partner profile.
• Manage the entire sales cycle with Strategic Partners : from the preliminary discovery stages, throughout pain point addressing, demonstrating Guardz's value and benefits,performing live demo sessions, managing POC's cycle and deal negotiations to closure.
• Meet monthly and quarterly sales targets.
• Develop and execute the global channel strategy for Guardz, focusing on scalable recruitment, enablement, and growth of strategic partners, including distributors, marketplaces, national VARs, MSPs, and MSSPs.
• Own the full partner lifecycle—from initial discovery and qualification through onboarding, value articulation, technical enablement, negotiation, and long-term revenue acceleration.
• Establish and lead scalable channel programs, including POC frameworks, demo playbooks, joint GTM initiatives, and sales enablement tracks to support partner success at scale.
• Define and achieve aggressive channel revenue targets, working closely with executive leadership to align on forecasting, KPIs, and long-term growth plans.
• Act as the executive liaison for key partners, developing strong C-level relationships and driving alignment through joint business planning and ongoing collaboration.
• Collaborate cross-functionally with internal teams—sales, marketing, product, customer success, and operations—to ensure unified partner support, alignment on goals, and resource prioritization.This involves communicating partner feedback,coordinating resources, and resolving issues as they arise.
• Develop and implement sales strategies to achieve revenue targets. Continuously evaluate market trends, competitor activity, and partner feedback to refine strategy, identify growth opportunities, and evolve Guardz's partner value proposition.
• Represent Guardz at strategic industry virtual / field events, partner events, positioning the brand as a category leader and cultivating high-impact relationships to create new leads.
• Establish structured reporting and performance analysis, ensuring visibility into partner pipeline health, conversion metrics, and program ROI for internal stakeholders.
• Drive partner-led pipeline generation by aligning sales motions, optimizing co-selling strategies, and activating demand generation programs in collaboration with marketing.

Requirements :