About the RoleThis is a highly visible and impactful leadership role responsible for building and scaling ArmorCode's global channel partner strategy as we grow our go-to-market motion. The Vice President, Channel Partners will own our partner ecosystem end to end, recruiting, enabling, and growing relationships across
value-added resellers (VARs), MSSPs, and global systems integrators (GSIs) while expanding ArmorCode's channel presence internationally, with an initial focus on Europe.
You'll build and lead a team of regional channel leaders and report directly to our
Vice President of Worldwide Sales.
This role is designed for an experienced cybersecurity channel executive who has built and scaled partner organizations, developed meaningful relationships across the VAR ecosystem, led high-performing global teams, and knows how to turn strategic partnerships into measurable pipeline and revenue.
What You'll DoOwn Channel Strategy & Execution- Own and evolve ArmorCode's global channel partner strategy in partnership with sales, marketing, and executive leadership.
- Establish clear goals and accountability for partner-sourced and partner-influenced pipeline and revenue, demonstrating measurable growth in channel contribution.
- Develop a scalable channel operating model capable of supporting ArmorCode's continued domestic and international growth.
- Represent ArmorCode as an executive sponsor for our most strategic partner relationships.
Own Partner Recruitment & Growth- Recruit, onboard, and grow a portfolio of high-performing VARs, resellers, MSSPs, and GSIs.
- Build and deepen executive-level relationships with strategic cybersecurity partners, including organizations such as World Wide Technology (WWT) and GuidePoint Security (GPS).
- Identify and prioritize partners aligned with ArmorCode's ASPM, vulnerability management, software supply chain security, and AI exposure management solutions.
- Build the partner ecosystem and pipeline needed to support ArmorCode's continued growth.
Own Partner Enablement- Design and lead partner enablement programs, including training, certification, and co-selling motions that enable partners to effectively position and sell ArmorCode.
- Develop and curate the content, tools, and resources partners need to accurately represent ArmorCode's platform in the market.
- Establish repeatable partner engagement models that move relationships from recruitment and enablement to active pipeline generation and revenue.
Build & Lead a High-Performing Channel Organization- Build, lead, and scale a global channel organization, including a team of regional channel managers.
- Set clear goals and expectations, establish accountability, coach performance, and ensure consistent execution across territories.
- Recruit exceptional channel talent and build a strong leadership bench capable of supporting ArmorCode's continued growth.
- Make thoughtful talent and organizational decisions, including hiring, developing, performance managing, and, when necessary, transitioning team members.
- Act as a strategic thought partner to regional channel leaders on partner strategy, deal support, territory planning, and program execution.
Own International Channel Expansion- Lead ArmorCode's international partner expansion, beginning with Europe, including market assessment, partner identification, relationship development, and regional channel strategy.
- Apply prior hands-on international experience to determine how partner strategies, routes to market, and channel motions should evolve across different geographies.
- Build relationships with global and EMEA-focused partners capable of accelerating ArmorCode's international expansion.
- Bring direct experience building or managing international channel partnerships. International experience, including meaningful exposure to the European market, is required for this role.
Partner Cross-Functionally- Report on channel performance, partner health, pipeline contribution, and key opportunities to executive leadership.
- Partner closely with sales, marketing, customer success, and product teams to align the partner motion with ArmorCode's broader go-to-market strategy.
- Operate within the strategy and priorities established by the Vice President of Worldwide Sales while owning how the channel strategy is executed and scaled day to day.
What We're Looking For- 10+ years of experience in channel sales, partnerships, or alliances, with significant experience in the VAR/channel ecosystem and at least five years leading teams.
- Direct experience in cybersecurity, application security, or a closely adjacent enterprise security software market. This is essential; we're looking for someone who already understands the cybersecurity partner landscape.
- Demonstrated experience building and leading a channel organization of approximately 10 or more people, including regional channel managers or leaders.
- Established relationships within the cybersecurity partner ecosystem, with particularly strong relationships with World Wide Technology (WWT) and GuidePoint Security (GPS) highly valued.
- Significant international channel experience, including demonstrated success building or managing partnerships in Europe/EMEA.
- Demonstrated success building or scaling a partner program from an earlier stage into a mature, revenue-generating motion.
- Strong track record recruiting, enabling, and growing relationships with VARs, resellers, MSSPs, and other strategic channel partners.
- Proven people leadership experience across the full talent lifecycle, including hiring, coaching, developing, performance managing, and making difficult talent decisions when necessary.
- Demonstrated ability to attract and recruit high-performing channel talent and build a strong leadership bench.
- Executive presence and the ability to establish trusted relationships with partner executives, customers, and internal leadership.
- Comfortable operating with significant autonomy in a remote-first, high-growth environment.
Preferred Qualifications- Experience developing or managing relationships with Global Systems Integrators (GSIs) and an understanding of how GSIs can support enterprise pipeline and revenue growth.
- Existing executive-level relationships across major security-focused VARs, MSSPs, resellers, and GSIs.
- Prior experience specifically standing up or significantly growing a European or international channel presence for a U.S.-based cybersecurity vendor.
- Experience building a global channel organization during a period of significant company growth.
Who You AreYou are:
- A builder who enjoys creating structure, teams, and programs where little exists.
- A connector with deep credibility across the cybersecurity channel ecosystem.
- A talent magnet who knows great channel leaders and has a track record of attracting high-performing people to your teams.
- Strategic in your thinking and operational in your execution.
- A trusted advisor with executive presence, both with partners and internally.
- Globally minded and energized by building channel organizations across markets and geographies.
- Comfortable rolling up your sleeves while maintaining a long-term vision.
- Accountable for results and comfortable making the difficult decisions required to build a high-performing organization.
Why ArmorCode?This is an opportunity to build and scale a global channel partner organization at a category-defining cybersecurity company. You'll have significant influence over how ArmorCode develops its partner ecosystem, expands internationally, and scales its channel-driven go-to-market motion through its next phase of growth.
