Channel Director (East)

Make a difference here.UltraViolet Cyber is a leading platform-enabled unified security operations company providing a comprehensive suite of security operations solutions. Founded and operated by security practitioners with decades of experience, the UltraViolet Cyber security-as-code platform combines technology innovation and human expertise to make advanced real-time cybersecurity accessible for all organizations by eliminating risks of separate red and blue teams. By creating continuously optimized identification, detection, and resilience from today’s dynamic threat landscape, UltraViolet Cyber provides both managed and custom-tailored unified security operations solutions to the Fortune 500, Federal Government, and Commercial clients. UltraViolet Cyber is headquartered in McLean, Virginia, with global offices across the U.S. and in India. Role SummaryThe Channel Director will be responsible for formalizing and scaling the company’s channel and alliances program. This role will strengthen and expand strategic national partnerships with firms such as WWT and GuidePoint Security, while activating and growing regional partnerships with firms such as Defy Security, Evotek, Technologent, and other VAR/SI partners.The Director will focus on three primary outcomes:Program Development – Establish a structured channel program, engagement model, and operating cadence.Partner Activation – Drive pipeline and services opportunities through existing partners.Strategic Expansion – Develop deeper executive relationships with national partners and selectively recruit new regional partners.This role will work closely with Sales, Marketing, Services, and Vendor Alliances to ensure partners are enabled and producing measurable revenue impact.What You'll Do:1. Channel Program DevelopmentFormalize the company’s channel operating model.Key responsibilities:Design and implement a tiered partner programEstablish partner engagement framework (rules of engagement, deal registration, referral vs resale vs services)Create partner enablement frameworkDevelop partner onboarding playbooksAlign internal teams on partner engagement strategyDeliverables:Channel program guidePartner onboarding frameworkPartner enablement curriculumPartner portal / content structure2. Strategic Partner DevelopmentBuild and deepen relationships with key national partners.Primary targets include:WWTGuidePoint SecurityAdditional national integrators as identified.Key activities:Executive relationship developmentAccount mapping across top enterprise accountsJoint solution positioningVendor co-selling alignmentQuarterly business reviewsObjective:Turn national partners into consistent sources of large services engagements.3. Regional Partner ActivationStrengthen and activate relationships with regional VARs and services partners.Examples include:Defy SecurityEvotekTechnologentAdditional regional security partners.Key responsibilities:Refresh partner relationshipsReintroduce services capabilitiesConduct enablement sessions for partner sales teamsIdentify top seller champions within partner organizationsRun pipeline generation campaignsObjective:Drive consistent regional services pipeline.4. Sales Enablement & Field ActivationA major part of the role will be enabling partner sellers.Responsibilities:Deliver partner sales trainingBuild micro playbooks for partnersEquip partners with positioning guidesConduct account mapping sessionsSupport joint customer meetingsKey outcomes:Partners understand when to bring us inPartners know how to position our services5. Partner Pipeline DevelopmentThe Channel Director will own pipeline development with partners.Activities include:Joint opportunity identificationCo-selling motionsPartner-led pipeline campaignsMarketing collaborationField engagement with partner sellersTarget:Consistent partner sourced and partner influenced pipeline growth.6. Partner Governance & PerformanceIntroduce operational rigor to partner relationships.Responsibilities:Partner scorecardsQuarterly business reviewsJoint account planningPipeline trackingRevenue attributionMetrics tracked:Partner sourced pipelinePartner influenced revenueActive partner sellersEnablement participationOpportunity conversion ratesWhat You Have:Experience:4–8+ years in channel or alliances roles in a MSSP environment offering Pen Testing, MDR, SOC as a Service, and Security Engineering solutionsExperience working with VARs, national integrators, or security partnersExperience building partner programs from early stagesSkills:Executive relationship developmentPartner enablementPipeline developmentSales strategyCross-functional collaborationMindset:This person must be:Builder (program creation)Operator (drive pipeline)Connector (relationships across partners)UltraViolet Cyber maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect our company's differing products, services