Channel Sales Director

Responsibilities

• Identify, recruit, and onboard high-potential VARs across key U.S. regions
• Develop geographic and vertical coverage strategy
• Own channel-sourced and channel-influenced revenue targets
• Build joint business plans (JBPs) with strategic VARs
• Drive co-selling motions between VAR account teams and internal sales teams
• Develop and manage pipeline visibility, forecasting, and deal registration processes
• Lead onboarding and enablement programs for VARs
• Develop certification tracks and host quarterly partner training sessions
• Manage partner contracts, incentives, MDF, and discount structures

Requirements

• 5+ years in channel sales or partner management
• Experience managing national VAR ecosystems
• Familiarity with enterprise buying cycles
• Ability to work cross-functionally and influence internal teams
• Strong executive communication and negotiation skills
• Willingness to travel nationally (25–50%)
• Bachelor’s degree in Business, Marketing, Finance, Information Systems, Cybersecurity, or related field (or equivalent professional experience)

Preferred Qualifications

• Experience working with partners selling into regulated industries
• Strong understanding of compliance frameworks (SOC 2, ISO 27001, NIST CSF, HIPAA, PCI DSS)

About the Company

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations bridge security, risk, and compliance through controls lifecycle management.