VP of Channel

Who you are

• 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS
• Proven track record building and scaling high-performing partner ecosystems, primarily in North America
• Strong existing relationships with key channel partners (e.g., CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers)
• Demonstrated success building channel partner programs in cybersecurity & driving significant partner-sourced revenue at scale
• Deep understanding of enterprise sales cycles and co-selling motions
• Strong executive presence with the ability to influence both internally and externally
• Experience in high-growth startup or scale-up environments strongly preferred
• Ability to operate both strategically and tactically in a fast-paced environment
• Prior people-leadership experience building and managing a channel team

What the job involves

• Adaptive is rapidly growing and at the stage where we are looking to transform our channel program
• We're hiring a Head of Channel to 10x the program: define the strategy, build our partner relationships, stand up the programs that make those partnerships productive, and lead the team that runs it day to day
• You'll be setting the direction for how Adaptive shows up in the partner ecosystem for years to come, and you'll have real influence over what "channel" means at this company
• Define Channel Strategy: Develop and execute a comprehensive North America partner strategy aligned with Adaptive's go-to-market objectives
• Build the Ecosystem: Recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners
• Drive Revenue Growth: Own partner-sourced and partner-influenced pipeline and revenue targets for the region
• Partner Enablement: Design and implement enablement programs — training, certification, and sales tools — so partners can effectively position, sell, and deliver Adaptive's platform
• Go-to-Market Execution: Collaborate with regional sales leadership on joint account planning and co-selling motions
• Program Development: Build scalable partner programs, incentive structures (SPIFFs, rebates, deal registration), and operational frameworks that accelerate partner engagement and performance
• Executive Relationships: Establish and maintain senior-level relationships with partner executives, representing Adaptive at the highest levels of the partner organization
• Cross-Functional Leadership: Partner with Marketing on joint campaigns, Product on integrations, and Customer Success on partner-assisted delivery models
• Team Leadership: Hire, mentor, and lead a high-performing channel team across North America as the program scales
• Reporting & Forecasting: Own channel forecasting and reporting, providing visibility to executive leadership on pipeline, performance, and program ROI

Benefits

• Premium healthcare and wellness benefits - plans with zero cost to the employee
• Unlimited PTO
• Pre-tax commuter benefits
• 401k Plan
• Surprise Wednesday Breakfasts
• Monthly Company Events
• Fully Stocked Fridge - Drinks & Snacks
• Stock Options