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Native Security is a cloud security company that provides a unified abstraction layer across AWS, Azure, and GCP, enabling security teams to define and enforce policies without mastering complex cloud-specific configurations. Founded by AWS and Dome9 veterans and backed by $42M in funding, Native is trusted by Fortune 100 enterprises.
As the founding Head of Channel, you will design, launch, and scale Native's U.S. channel program from the ground up. This is a builder's role requiring full ownership from day one.
Key responsibilities include:
- Develop and execute comprehensive partner strategy, including landscape segmentation and partner identification
- Recruit and onboard resellers, MSSPs, and system integrators aligned with Native's market positioning
- Design and implement program mechanics including partner tiers, deal registration, marketing development funds (MDF), co-selling frameworks, and enablement curricula
- Drive partner-sourced and partner-influenced pipeline generation alongside direct sales efforts
- Establish foundational infrastructure including partner agreements, partner portal, and training programs
- Personally support early deals through registration and closing to ensure successful partner launches
- Collaborate cross-functionally with Account Executives, marketing, product, and leadership to build channel into a multi-million-dollar revenue engine
You will own the entire channel lifecycle—from strategic planning through execution, partner enablement, and revenue realization. This role requires hands-on involvement in writing agreements, standing up systems, training partner sales engineers, and driving initial deal success to establish credibility and momentum.
