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Ent is an intent-aware workspace security platform protecting human and AI-driven work. Founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is in production with Global 2000 customers across hospitality, financial services, and defense, backed by top-tier investors including Sequoia, Decibel, and In-Q-Tel.
As Director of Channel Sales, you will lead and scale Ent's channel ecosystem, driving revenue through strategic partnerships with Value-Added Resellers (VARs). You will own the West Coast channel strategy, build high-value executive relationships with key partners, and execute regional go-to-market strategies.
Key responsibilities include:
• Building and executing the West Coast channel strategy to achieve regional revenue targets and establish strong executive and field-level relationships with core VAR partners.
• Driving joint go-to-market strategy, business planning, and solution mapping with key VAR sales and technical leaders.
• Aligning closely with direct enterprise sales leaders to drive co-selling, pipeline generation, and deal velocity.
• Conducting quarterly business reviews (QBRs) with key partner accounts to track performance, pipeline development, and revenue delivery.
• Facilitating enablement programs, training, and certifications to keep partner sales and technical teams aligned on Ent's cybersecurity portfolio.
• Driving partner mindshare and advocating internally for partner needs across product, marketing, and executive leadership.
• Optionally leading, mentoring, or guiding matrixed regional teams and channel managers as the ecosystem expands.
The company culture emphasizes customer-first thinking, humility, teamwork over showmanship, and urgency in building a durable security company in the AI era.
REQUIREMENTS:
Must-haves:
• Minimum 10 years of total experience in cybersecurity sales or marketing
• Minimum 5 years of dedicated channel sales or alliance management experience in the cybersecurity industry
• Willingness and ability to travel up to 50% across the Western territory for customer, partner, and industry event visits
• Proven track record of exceeding quota targets and successfully developing multi-million dollar channel pipelines
• Deep understanding of the enterprise cybersecurity technology landscape (Network Security, Endpoint, Identity, Cloud Security, SASE, SecOps)
• Strong executive presentation, negotiation, and relationship-building skills
• High proficiency in CRM platforms (e.g., Salesforce) and partner portal ecosystem management
Bonus:
• Prior experience directly managing, mentoring, or growing a team of channel sales managers or field representatives
