We are looking for a
highly driven and strategic Director of Channel to build Jazz's channel ecosystem from zero to one. This is a foundational role: you will design, launch, and own Jazz's entire channel program, including partner recruitment, enablement, joint field activities, and ongoing pipeline generation.
This role is ideal for someone who thrives in early-stage environments, builds deep partner relationships effortlessly, knows the cybersecurity VAR landscape inside-out, and wants full ownership of a mission-critical GTM function.
What You'll Do: - Design and launch Jazz's full partner program, including tiers, incentives, rules of engagement, deal registration, and margin frameworks.
- Develop all partner-facing material: training content, playbooks, demos, pitch decks, competitive positioning, and onboarding frameworks.
- Establish and maintain processes for scaling partner engagement and pipeline contribution.
- Identify, target, and onboard top VARs, boutique security firms, and cybersecurity-focused resellers.
- Build strong relationships with partner leadership and field sellers for ongoing collaboration.
- Secure early-stage partner engagement even before large-scale traction develops.
- Plan, coordinate, and attend channel-led field activities: dinners, events, SKOs, regional roadshows, and joint marketing efforts.
- Ensure partner sellers are fully enabled and confident in positioning Jazz's differentiated DLP.
- Work closely with Jazz AEs to execute co-sell motions and win joint opportunities.
- Own deal registration processes and ensure transparency with internal teams.
- Monitor partner engagement and revenue contribution to ensure consistent quality and pipeline flow.
- Run QBRs, performance reporting, and long-term partnership planning.
- Optimize program design and partner prioritization based on results and feedback.
- Work closely with Sales, Marketing, the CEO, and the GTM Advisor to shape the partner strategy.
- Influence event strategy, budget planning, and resourcing related to channel growth.
- Serve as a key voice in Jazz's scaling strategy and GTM decision-making processes.
What We're Looking For:- 7 years of experience in channel partnerships within cybersecurity.
- Proven track record building channel programs from scratch (0 1 1).
- Strong network and established credibility with major VARs and regional boutiques.
- Experience in onboarding partners, training sellers, and running joint field motions.
- Strong understanding of cybersecurity sales cycles; DLP experience is a major plus.
- CRM proficiency (HubSpot / Salesforce).
- Familiarity with AI sales tools (advantage).
Why Join Jazz?- A rare opportunity to build a mission-critical function from scratch.
- High ownership and visibility across the entire company.
- Ability to directly shape Jazz's future GTM strategy and competitive positioning.
- Work with a world-class founding team on a massively important problem space (modern DLP).
- A fast-paced, high-energy environment where your impact is immediately felt.
- You're not inheriting a program, you're creating it.
- Your work will directly influence Jazz's revenue scale, brand presence, and market dominance.
- Channel will become a major revenue engine for Jazz, and you will be the architect of that success.
