Director, Channel Marketing

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market?  Look no further than Veracode! 

Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.

Learn more at www.veracode.com, on the Veracode blog, and on LinkedIn and Twitter. 

 

We are seeking an experienced and dynamic Director of Channel & Alliances Marketing to lead our worldwide partner and alliance marketing efforts. This expanded role is responsible for strategy and execution across the full partner ecosystem — Distributors, VARs (Value-Added Resellers), Global Systems Integrators (GSIs), Managed Security Service Providers (MSSPs), Technology Alliance Partners, and OEM Partners.

As our partner program scales globally, we need a strategic leader with deep expertise in Application Security who can build programs that drive revenue through both channel routes and technology alliance relationships. You will serve as the connective tissue between our partner ecosystem and our internal go-to-market teams, ensuring every partner motion — whether transacting, co-selling, embedding, or integrating — is marketing-enabled and pipeline-generating.

The successful candidate will be equally fluent in the commercial and technical dimensions of the partner business: able to develop impactful channel programs for resellers while also building compelling co-marketing and solution narratives for technical alliances and OEM relationships.

What You Will Be Responsible For

Strategy & Leadership

• Define and own the global channel and alliances marketing vision, strategy, and roadmap, aligned to company revenue and market expansion goals.
• Lead, mentor, and scale a high-performing team spanning both channel and alliance marketing disciplines.
• Establish unified KPIs and measurement frameworks covering channel-sourced pipeline, alliance-influenced revenue, MSSP-originated opportunities, and partner-attributed ARR.
• Map the competitive partner landscape and identify emerging opportunities across the MSSP, OEM, and technology alliance ecosystem.
• Serve as a senior voice of the partner ecosystem in cross-functional planning, bringing channel and alliance perspectives into product, marketing, and sales strategy.

Channel Marketing Programs

• Develop and execute comprehensive channel marketing programs in partnership with sales to drive brand awareness, demand generation, and pipeline growth through indirect routes to market.
• Manage the end-to-end Channel Marketing Program, including Sell-to, Sell-Through, and Sell-With motions across the reseller, distributor, and GSI ecosystem.
• Build and evolve MSSP-specific marketing programs — including service wrapping toolkits, co-branded managed service positioning, and MSSP partner demand generation campaigns.
• Build scalable partner incentive programs — rebates, SPIFFs, co-op, and performance tiers — that motivate pipeline generation and deal acceleration across reseller and MSSP partners.
• Develop and manage MDF programs, ensuring clear guidelines, partner utilization, and measurable impact on pipeline and bookings.
• Create comprehensive partner marketing toolkits including co-brandable collateral, battlecards, sales plays, presentations, and digital assets tailored to different partner types.
• Drive partner-facing communications including newsletters, webinars, training materials, and partner portal content.