Sales Director Channel – North America

Job description details

Intro

We are seeking a highly experienced and driven Sales Director Channel – North America (m/f/d) to lead and expand our Hornetsecurity partner ecosystem across the region. This role requires a deep understanding of the cloud and IT-security landscape, along with a proven track record of success managing channel ecosystems – including MSPs, VARs, and Distributors – within the U.S. market.

This leadership position is pivotal in shaping and executing our North American channel strategy. You will lead a high-performing team of Channel Managers, Distribution Managers, and Key Account Managers to deliver revenue growth through strategic channel partnerships. A hands-on mentality, strong leadership, and a keen sense for pipeline management are essential for success.

Your Job

Leadership & Team Management

• Lead and manage a team of Channel Managers, Distribution Manager(s), and Key Account Manager(s) across North America.
• Define clear KPIs, coach team members, and support professional development to build a world-class channel sales team.
• Foster a high-performance, collaborative, and accountable team culture.

Channel Strategy & Execution

• Develop and execute a comprehensive North American channel sales strategy aligned with company growth objectives.
• Identify, recruit, and onboard strategic partners, including MSPs, VARs, and Distributors, that align with our market objectives.
• Leverage your existing partner network to accelerate go-to-market plans.

Partner Relationship Management

• Maintain and expand relationships with key channel partners, ensuring alignment on goals, enablement, and execution.
• Understand partners’ business models, pain points, and market opportunities to co-create winning solutions.
• Work closely with marketing and enablement to develop and roll out partner programs, campaigns, and incentives.

Pipeline & Revenue Management

• Maintain a detailed understanding of the channel pipeline and contribute to accurate forecasting.
• Lead weekly pipeline and forecast reviews, ensuring the team maintains strong deal hygiene and velocity.
• Drive partner engagement and demand generation to ensure consistent lead flow and revenue growth.

Market Insight & Enablement

• Stay abreast of industry trends in cloud services and IT security; provide regular feedback to Product and Marketing teams.
• Represent the company at industry events, partner summits, and executive briefings to build presence and deepen relationships.

Your Profile

• 10+ years of experience in channel sales leadership roles within the cloud and cybersecurity industry.
• Extensive network of MSPs, VARs, and Distributors across North America, with a proven track record of managing and growing these relationships.
• Demonstrated experience leading channel and distribution teams and achieving revenue targets through partner-driven models.
• Strong technical acumen and ability to converse confidently about cloud and cybersecurity solutions.
• Exceptional strategic thinking and execution capabilities, with a hands-on, data-driven management style.
• Experience working with CRM and partner management tools (e.g., Salesforce, PRM platforms).
• Ability to travel across North America (up to 30%).

Preferred Qualifications

• Bachelor’s or Master’s degree in Business, Technology, or related field.
• Certifications or training in cloud platforms (e.g., AWS, Azure), cybersecurity, or channel programs a plus.
• Experience in scaling channel ecosystems during periods of rapid company growth.

Your Benefits

• Free space for innovation and independent action in a fast-growing international company.
• Personal and professional development opportunities.
• Short decision paths and flat hierarchies in an open work atmosphere.
• Healthy work & life balance: 20 vacation days and 10 sick days. 
• Temporary Employee Exchange Program: we provide the ability for you to work at our global office locations and explore the world (e.g. Malta, Madrid, Montréal, Berlin). 
• Full Remote Work and flexible, trust-based working time. 
• Team events like Laser Tag, Escape Room or nights out together – let yourself be surprised. 
• Medical Care and Be-Active Bonus: we’ll keep you healthy with an allowance for your membership in fitness and sports clubs. 
• Permanent contracts: we’re looking for hornets to grow long-term with us. 

Your application form