Channel Account Director - West Coast

🌀 The Company

Filigran, founded in October 2022, stands out in the cybertech ecosystem for its commitment to revolutionizing cyber threat management with a proactive approach. Its mission is to develop innovative open-source solutions designed to anticipate cyber threats, identify security gaps, and strengthen organizational security posture.

Filigran solutions are now trusted by over 6,000 public and private organizations worldwide.

🎯 The Role

This is a strategic role, building and scaling a high-quality ecosystem of VARs, Distributors and MSSPs in the western regions of US and Canada, to drive predictable revenue growth.

You will own the full partner lifecycle - recruiting, enablement, ongoing engagement - while championing a partner-first GTM engaging and supporting our field sales teams to accelerate pipeline and revenue. You'll actively contribute to enhancing our global partnership program and adapt it for your region. As the voice of the partner, you'll bring market and competitive insights back to Sales, Marketing, Product, and our leadership.

Focus areas:

• Recruit, onboard, animate and drive accelerating sales through leading VARs, Distributors and MSSPs

• Drive a partner-first motion with Sales: joint account mapping, co-selling, executive alignment, deal structuring, and forecast accuracy.

• Lead partner sales-training and manage Technical Enablement, to elevate partner readiness

• Run disciplined pipeline management, deal registration hygiene, and QBRs; surface field feedback to improve pricing, packaging, and program tiers.

💼 Your Responsibilities

• Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets.

• Recruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the North America plan.

• Develop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with Marketing.

• Plan and run regional partner demand-generation (campaigns, webinars, field events) with Marketing.

• Define, track, and report KPIs.

• Champion a partner-first motion with Sales: deal strategy/structuring, executive alignment, disciplined deal registration, and forecast accuracy.

• Ensure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data quality (partner profiles, contacts, opportunities, activities).

• Review and suggest enhancements to our channel and MSSP programs and enablement content; Create new partner supporting and enablement collateral.

• Provide market and competitive insights to Sales, Product, Marketing, and Leadership.

🤝 Who You’ll Work With

• Reports to the SVP of Global Alliances

• Works very closely with sales leadership and sales teams in your region, to drive partner sales

• Engage with Marketing to define and execute lead generation campaigns and events in region

🧬 Profile We’re Looking For

Must-haves:

• Track Record: 6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement.

• Channel Ecosystem: Proven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-selling.

• Partner-First GTM: Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline.

• Commercial & Negotiation: Strong commercial acumen; experience structuring deals balancing partner profitability and company goals.

• Partner Network: Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region.

• Cybersecurity Experience: Able to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs.

• Data-Driven Ops: Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting.

• Startup Builder: Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable.

• Communication & Influence: Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership.

• Strategic Thinking: Identifies new opportunit