What are the responsibilities and job description for the Head of Channel Sales position at Stott and May?
Job Description
As the Head of Channel Sales, you’ll be responsible for designing and leading the channel and reseller strategy from the ground up. This is a greenfield opportunity to build a program that scales, identifying the right partners, creating the right motions, and driving indirect revenue in collaboration with our sales team. You’ll bring a mix of strategic thinking, deep partner relationships, and hands-on execution to expand our footprint across the enterprise cybersecurity ecosystem.
You’ll own the development and execution of channel and reseller strategy. Define the structure, goals, and roadmap for our partner ecosystem—and be accountable for its success.
This role is ideal for a channel sales leader who knows how to go from zero to one—or from early wins to scale. You’re someone who’s deeply embedded in the cybersecurity ecosystem, understands how value flows through the channel, and is motivated to build something lasting from scratch.
Experience
As the Head of Channel Sales, you’ll be responsible for designing and leading the channel and reseller strategy from the ground up. This is a greenfield opportunity to build a program that scales, identifying the right partners, creating the right motions, and driving indirect revenue in collaboration with our sales team. You’ll bring a mix of strategic thinking, deep partner relationships, and hands-on execution to expand our footprint across the enterprise cybersecurity ecosystem.
You’ll own the development and execution of channel and reseller strategy. Define the structure, goals, and roadmap for our partner ecosystem—and be accountable for its success.
This role is ideal for a channel sales leader who knows how to go from zero to one—or from early wins to scale. You’re someone who’s deeply embedded in the cybersecurity ecosystem, understands how value flows through the channel, and is motivated to build something lasting from scratch.
Experience
- 6–10 years of experience in channel sales, partnerships, or reseller management in the enterprise software or cybersecurity space
- A proven track record of building channel programs from scratch or taking early-stage efforts to scale
- Strong, existing relationships with top resellers and MSSPs in the cybersecurity space
- Ability to be both strategic and hands-on—defining the plan while executing in the field
- Experience with emerging cybersecurity technologies, ideally in categories like Data Security, AI Security, or adjacent markets
- Deep understanding of partner business models, incentives, and go-to-market dynamics
- Excellent communicator with the ability to influence both internal stakeholders and external partners
- High sense of ownership, self-direction, and entrepreneurial energy
- You’ve done this before—taking a channel/reseller motion from 0 to 1 (or 0 to 5) and learning what works along the way
- You understand the intersection of direct and indirect sales, and how to build partner programs that enhance—not conflict with—core GTM
- You’re highly networked in the cybersecurity partner ecosystem and know how to activate relationships quickly
- You’re motivated by impact, and want to help build a category-defining company from the early days
