Head of Channel

About the Company

Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. Founded by repeat entrepreneurs, the company recently announced an $81M Series B led by NVIDIA and Bain Capital Ventures to build the security layer for the AI era.

Responsibilities

• Define and execute a comprehensive North America partner strategy
• Recruit, onboard, and scale relationships with VARs, GSIs, MSSPs, and technology/cloud partners
• Own partner-sourced and partner-influenced pipeline and revenue targets
• Design and implement partner enablement programs, including training and certification
• Collaborate with regional sales leadership on joint account planning and co-selling
• Build scalable partner programs, incentive structures, and operational frameworks
• Establish and maintain senior-level relationships with partner executives
• Hire, mentor, and lead a high-performing channel team across North America
• Own channel forecasting and reporting for executive leadership

Requirements

• 8-10+ years of experience in channel or alliances leadership within cybersecurity, data security, or enterprise SaaS
• Proven track record building and scaling partner ecosystems in North America
• Existing relationships with key channel partners such as CDW, Optiv, SHI, GuidePoint, WWT, GSIs, or hyperscalers
• Demonstrated success driving significant partner-sourced revenue at scale
• Deep understanding of enterprise sales cycles and co-selling motions
• Prior experience in people leadership and managing a channel team
• Ability to operate strategically and tactically in high-growth startup environments