Global Director of Channel Account Management

IRONSCALES Fights Phishing. IRONSCALES is a self‑learning, AI‑driven email security platform that continuously detects and remediates advanced threats for organizations of any size. Our solution is fast to deploy, easy to operate, and provides unmatched protection where people work—email.

Who We Are:

We are IRONSCALES. We care about people, cybersecurity, and outcomes for our customers and partners. We act with intentionality, innovate with urgency, and push boundaries to take everything to the next level. If you love fast‑paced, rewarding challenges and meaningful impact, you’ll feel at home here.

Who You Are:

You’re a global channel leader who builds high‑performing partner ecosystems and scales repeatable go‑to‑market motions. You thrive at the intersection of strategy and execution—comfortable setting direction, coaching teams, and rolling up your sleeves with key partners. You’re metrics‑driven, resourceful, and solutions‑oriented, with the executive presence to earn credibility from distributors, MSP/MSSP partners, VARs, GSIs, and internal stakeholders alike. You understand the value of being available and communicating with urgency to keep deals moving.

What You Will Do:

As our Global Director of Channel Account Management (CAM), you will own the global partner‑sourced and partner‑influenced growth engine for IRONSCALES. You will refine and execute a partner‑first strategy, lead and scale a world‑class CAM organization, and ensure partners are enabled to position, sell, and support IRONSCALES across regions.

Core Responsibilities Include:

• Define & Own Global Channel Strategy: Build a scalable, repeatable CAM motion across Americas, EMEA, and APJ; establish segmentation, coverage models, and regional plays for VARs, distributors, MSP/MSSP, and strategic alliances.
• Build & Lead the Team: Hire, mentor, and develop a high‑performing global CAM team; set goals, territories, and capacity plans; drive accountability through clear KPIs and QBRs.
• Drive Revenue Through Partners: Hit and exceed channel‑sourced and influenced pipeline and ARR targets via joint business planning, co‑selling, and disciplined deal execution.
• Recruit & Onboard Top‑Tier Partners: Identify and activate resellers, distributors, and service providers with strong enterprise reach and Microsoft 365/Google Workspace focus.
• Partner Enablement & Readiness: Orchestrate sales/technical training, certifications, and playbooks; optimize partner time‑to‑first‑deal and win rates.
• Program Design & Governance: Evolve global program tiers, benefits, incentives, MDF, and deal registration policies to maximize partner profitability and predictability.
• Distribution & Alliances: Deepen relationships with global distributors and strategic service providers; align on pipeline creation, stock/forecast health, and field execution.
• Operate with Data Discipline: Use CRM (Salesforce) and PRM tools to ensure pipeline hygiene, forecast accuracy, and executive‑level reporting.
• Cross‑Functional Leadership: Partner with Direct Sales, Marketing, Product, Customer Success, RevOps, Finance, and Legal to remove friction and accelerate outcomes.
• Voice of the Partner: Capture and prioritize partner feedback to inform product roadmap, packaging, and regional go‑to‑market adaptations.
• Market Sensing: Track competitive moves, pricing, and regional dynamics; proactively adjust plays to stay ahead of the market.

What We Need From You:

• Experience: 5+ years in Channel Account Management, Partner Sales, or Alliances within B2B SaaS (cybersecurity/email security strongly preferred).
• Leadership: Team leadership/people‑management experience preferred (direct or matrix); proven success collaborating with or managing global, cross‑regional teams.
• Track Record: Demonstrated achievement against channel‑sourced/influenced revenue targets; expertise with partner business planning, QBRs, and forecast discipline.
• Ecosystem Knowledge: Experience with distributors, MSP/MSSP, VARs, and strategic alliances; familiarity with Microsoft 365/Exchange Online and Google Workspace environments.
• Enablement: History of building partner playbooks, certifications, and scalable enablement programs; MDF planning and ROI measurement.
• Tools & Tech: Proficiency in Salesforce and PRM platforms; strong data/Excel skills for pipeline and ROI analytics.
• Skills: Excellent communication, negotiation, conflict resolution, and executive‑level presentation skills; high degree of accountability and follow‑through.
• Travel: Willingness to travel globally ~30–50% as needed.

Languages: Fluent English required; additional languages (e.g., German, French, Spanish, Japanese) are a plus.

Location:

Remote (US or EMEA preferred)

IRONSCALES is an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws.