Head of Channel (Cybersecurity)

Location: Remote; the role focuses on the North America partner region.

Company

Adaptive is a cybersecurity startup building a security layer for the AI era and protecting enterprises from threats such as deepfakes, smishing, and AI-powered voice scams.

What you will do

• Define and execute the North America channel strategy in line with go-to-market objectives.
• Recruit, onboard, and scale relationships with VARs, GSIs, MSSPs, and technology and cloud partners.
• Own partner-sourced and partner-influenced pipeline, revenue targets, forecasting, and reporting.
• Design partner enablement programs, including training, certification, and sales tools.
• Build incentive structures and operational programs such as SPIFFs, rebates, and deal registration.
• Lead joint account planning, co-selling, cross-functional initiatives, executive relationships, and channel team growth.

Requirements

• 8–10+ years of channel or alliances leadership experience in cybersecurity, data security, or enterprise SaaS.
• Track record of building and scaling high-performing partner ecosystems, primarily in North America.
• Strong existing relationships with major channel partners, GSIs, and hyperscalers.
• Demonstrated success creating cybersecurity channel programs and driving partner-sourced revenue at scale.
• Deep understanding of enterprise sales cycles, co-selling motions, executive engagement, and cross-functional leadership.
• Experience hiring and managing channel teams, with the ability to operate strategically and tactically in a fast-paced environment.

Nice to have

• Experience in a high-growth startup or scale-up environment.

Culture & Benefits

• Remote full-time role within the Partnerships department.
• Opportunity to shape the company's channel direction during a high-growth stage.
• Direct influence over partner strategy, programs, and team development.