6+ years in channel or partner sales roles within cybersecurity or B2B software
Established relationships with security VARs, MSSPs, and distributors
Proven track record of increasing partner-sourced revenue
Experience in setting partner incentives and deal registration processes
Demonstrated ability to hire and develop channel talent
Strong communication skills with both executives and technical teams
Systems-oriented mindset for CRM instrumentation
Willingness to travel up to 50% of the time
Responsibilities
Own partner-sourced and influenced pipeline and revenue targets
Determine strategic partner types and manage partner recruitment
Cultivate relationships with top-tier channel partners
Design and evolve the partner program structure and incentives
Facilitate co-selling efforts with direct sales teams
Develop partner training materials and enablement resources
Build and lead the channel team, setting targets and territories
Implement tracking systems for channel activities in CRM
Benefits
100% company-paid medical, dental, and vision coverage
Flexible PTO policy
Annual company retreats and regular in-person events
Collaborative work environment in a waterfront office in Brooklyn
Full Job Description
The Role
Outtake is hiring its first Head of Channel to own our channel strategy and build the function. You'll report to our VP of Sales and own the number for deals sourced and closed via channel.
Channel is an important part of Outtake's GTM engine, and our partners already source a meaningful share of our pipeline. You'll build on that early success by deciding which partners and partner types deserve our investment, making the motion repeatable and forecastable, and hiring the team that scales it.
We're looking for an operator who has run a channel program and has strong opinions on how to build one. You'll spend time on the road with partners, in the weeds on deals, and in the room setting a multi-year plan. You'll work closely with Sales leadership, Marketing, Finance, and RevOps.
What you'll own
The channel number. Own partner-sourced and partner-influenced pipeline and revenue targets. Build the channel forecast with the VP of Sales and report on it with the same rigor as direct.
Channel strategy and partner selection. Decide which partner types (VARs, MSSPs, distributors, advisory firms) and which specific partners get our time. Recruit new partners against that plan and move on from ones that don't produce.
Top-tier partner relationships. Be the executive owner for our most strategic channel partners. Run joint business plans and QBRs, and earn mindshare with partner leadership and their field teams.
Program design. Evolve the partner program, including tiers, incentives, margins, deal registration, and rules of engagement between partner reps and our AEs.
Co-sell motion with direct sales. Make working with partners the easy path for our AEs. Own account mapping, lead sharing, and joint account planning, and resolve channel conflict quickly and fairly.
Enablement and evangelism. Partner with Marketing to build partner-facing training, battlecards, and certification. Stay ahead of a fast-moving roadmap and deliver sales and technical trainings to partner teams and to our own AEs.
Build the team. Hire and lead the channel team, starting with Channel Account Managers aligned to our AE plan. Set their territories, targets, and operating cadence.
Systems and reporting. Instrument the channel motion in our CRM so partner activity, deal registration, attribution, and channel KPIs are tracked accurately and trusted by leadership.
What we're looking for
6+ years in channel or partner sales roles at a cybersecurity or adjacent B2B software company, including time owning a channel quota or program
Existing relationships across the security VAR, MSSP, and distributor ecosystem
A track record of growing partner-sourced revenue at an early or mid-stage company
Experience setting partner incentives, deal registration, and rules of engagement with the sales team
Experience hiring and developing channel talent, or clear readiness to build a team
Exceptional written and verbal communication with partner executives and technical teams alike
A systems mindset and a clear sense of what to instrument in a CRM to make channel measurable
Willingness to travel up to 50% of the time
Nice to have
Experience with distributors and marketplace transactions
Background in digital risk protection, threat intelligence, fraud, or brand protection
Experience using AI thoughtfully to accelerate outcomes
Life at Outtake
Office: For those in NY, we are an in-person team (5 days a week, with flexibility as needed) working out of a stunning waterfront office in Brooklyn. Collaboration, speed, and clarity matter.
Health: 100% company-paid medical, dental, and vision for employees.
Time Away: Flexible PTO. We trust adults to manage energy, not clock time.
Culture & Team: Annual company retreats and regular in-person events.
