Director, Channel - Americas at Airlock Digital
United States
$280k - $350k
<h3><span style="font-size: 14pt;">Location: Texas, California, Colorado- Remote</span></h3> <h3><span style="font-size: 14pt;">Who Are We? </span></h3> <h3><span style="font-size: 14pt;">About Airlock Digital: </span></h3> <p><span style="font-size: 14pt;">Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. </span></p> <p><span style="font-size: 14pt;">With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.</span></p> <p> </p> <h3><span style="font-size: 14pt;">What We Are Looking For: </span></h3> <p><span style="font-size: 14pt;">The Director, Channel – Americas will lead the development and execution of Airlock Digital’s channel strategy across the Americas. This leader will manage and develop a team of Field Channel Managers responsible for strategic and focus resellers, partner enablement, pipeline acceleration, and channel-generated revenue.</span></p> <p><span style="font-size: 14pt;">This role requires a strong combination of people leadership, enterprise sales experience, and channel expertise. The Manager, Channel – Americas will build and scale Airlock’s regional partner ecosystem while ensuring the team successfully recruits, onboards, enables, and grows productive partners.</span></p> <p><span style="font-size: 14pt;">Working closely with Sales, Marketing, Strategic Alliances, Product, Customer Success, Sales Operations, and Legal, this leader will create go-to-market programs that increase partner engagement, generate new opportunities, and expand the adoption of Airlock Digital’s solutions.</span></p> <p><span style="font-size: 14pt;">The role reports to the VP of Channels and Alliances</span></p> <h3><span style="font-size: 14pt;">Key Responsibilities:</span></h3> <h3><span style="font-size: 14pt;"><strong>Team Leadership and Development</strong></span></h3> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Hire, lead, coach, and develop a high-performing team of Field Channel Managers across the Americas.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Establish clear performance expectations, revenue goals, development plans, and operating rhythms for the team.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Coach team members on partner strategy, business planning, pipeline development, deal execution, and executive relationship management.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Create a culture of accountability, collaboration, continuous improvement, and consistent execution.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Evaluate regional coverage and partner needs to ensure resources are aligned with Airlock’s growth priorities.</span></li> </ul> <h3><span style="font-size: 14pt;"><strong>Channel Strategy and Growth</strong></span></h3> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Develop and execute Airlock Digital’s channel strategy for the Americas in alignment with regional sales objectives and the global channel strategy.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Identify, recruit, and develop strategic resellers, distributors, systems integrators, service providers, managed security service providers, and technology alliance partners.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Define regional partner priorities, coverage models, and go-to-market plans that generate net-new pipeline and incremental revenue.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Develop joint business plans with priority partners that include revenue targets, pipeline goals, enablement activities, marketing programs, investments, and performance measures.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Strengthen Airlock’s presence within the cybersecurity partner community and identify opportunities to enter new markets and customer segments.</span></li> </ul> <h3><span style="font-size: 14pt;"><strong>Partner Enablement and Activation</strong></span></h3> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Oversee partner onboarding and activation to ensure new partners are equipped to position, sell, and support Airlock Digital’s solutions.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Develop and implement partner enablement programs, including training, certifications, sales tools, and technical resources.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Ensure partners can effectively communicate Airlock’s value proposition, navigate competitive situations, and support complex enterprise sales cycles.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Identify gaps in partner engagement and create programs that improve productivity, participation, and revenue contribution.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Serve as an executive sponsor for Airlock’s most strategic regional partner relationships.</span></li> </ul> <h3><span style="font-size: 14pt;"><strong>Pipeline and Revenue Execution</strong></span></h3> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Drive pipeline acceleration, deal registration, and partner participation in high-value opportunities.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Partner with Enterprise and Commercial Sales teams to incorporate channel partners into account planning and opportunity strategies.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Bridge Airlock’s direct and channel sales motions by promoting clear engagement, shared accountability, and effective co-selling.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Help partners develop new-logo acquisition and land-and-expand strategies.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Monitor partner-sourced and partner-influenced pipeline, revenue, deal progression, and new customer acquisition.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Identify pipeline gaps and work with the team, Sales, and partners to implement corrective actions.</span></li> </ul> <h3><span style="font-size: 14pt;"><strong>Go-to-Market Collaboration</strong></span></h3> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Collaborate with Sales and Marketing to develop co-selling initiatives, lead-generation programs, targeted campaigns, and joint marketing activities.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Partner with Sales Enablement and Product teams to create relevant partner training, competitive positioning, and sales resources.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Work with Customer Success and technical teams to support successful partner-led customer outcomes.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Manage and optimize market development funds and partner incentives to increase participation and measurable business results.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Advocate for the needs and priorities of the Americas within Airlock’s global channel programs.</span></li> </ul> <h3><span style="font-size: 14pt;"><strong>Business Management and Reporting</strong></span></h3> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Lead regular business reviews and performance discussions with Field Channel Managers, senior partner stakeholders, and Airlock leadership.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Track partner performance metrics and use data to evaluate program effectiveness, guide investment decisions, and identify growth opportunities.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Ensure accurate and timely reporting of partner activity, pipeline, deal registration, and performance within Airlock’s CRM and partner relationship management systems.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Establish consistent regional processes for partner planning, enablement, pipeline management, and performance accountability.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Represent Airlock Digital at partner meetings, customer engagements, regional events, industry conferences, and networking forums.</span></li> </ul> <h1><span style="font-size: 14pt;">Required Skills & Qualifications: </span></h1> <ul> <li style="font-size: 14pt;"><span style="font-size: 14pt;">5+ years of leadership experience, including hiring, coaching, and developing channel, partner, business development, or sales professionals.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">10+ years of combined experience in channel sales, partner management, strategic alliances, business development, enterprise sales, or account management within cybersecurity, SaaS, or enterprise technology.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Demonstrated success building and executing regional channel strategies that generate measurable pipeline and revenue growth.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Experience managing relationships with resellers, distributors, systems integrators, service providers, managed security service providers, and technology partners.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Strong understanding of indirect sales models, channel operating structures, partner economics, incentive programs, and market development funds.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Proven ability to recruit, onboard, enable, and grow productive partner relationships.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Strong enterprise sales acumen, with experience helping direct sales teams and partners navigate complex opportunities.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Experience developing joint business plans, go-to-market programs, co-selling initiatives, and partner-led demand-generation campaigns.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Demonstrated ability to influence decisions and build alignment across a global, matrixed organization.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Data-driven mindset with the ability to analyze partner performance, evaluate program effectiveness, and refine strategies accordingly.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Experience working with CRM, partner relationship management, and sales enablement platforms.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Strong executive presence with excellent communication, negotiation, presentation, and relationship-building skills.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Comfortable balancing strategic leadership with hands-on execution in a high-growth global organization.</span></li> <li style="font-size: 14pt;"><span style="font-size: 14pt;">Bachelor’s degree in business, sales, or a related field, or equivalent professional experience.</span></li> </ul> <h3><span style="font-size: 14pt;">What We Offer: </span></h3> <p><span style="font-size: 14pt;">We don’t think money is everything, but we know it is an important part of your decision to apply for a role. The OTE range for this position is USD $280,000.00-$350,000.00. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws. </span></p> <p><span style="font-size: 14pt;">At Airlock Digital, we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance – 401K Plan with 4% Company Match – Life and Disability Programs – Paid Parental Leave - Paid time off and Paid Holidays – Volunteer and Birthday Time off – Home Office Allowance.</span></p> <h3><span style="font-size: 14pt;">Our Commitment: </span></h3> <p><span style="font-size: 14pt;">We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. </span></p> <p><em><span style="font-size: 14pt;">We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you #LI-AF1 #LI-Remote</span></em></p>
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