The OpportunityYou'll own the outcome, not just the plan: Venn's proven tech and team are behind you, but the partner strategy, the KPIs, and the day-to-day motion of recruiting and enabling partners are yours to define.
This isn't a traditional executive channel leadership role. We need someone equally comfortable presenting channel strategy to executive leadership as they are running partner account mapping sessions, delivering enablement, helping close deals, or building joint business plans. You'll operate as an individual contributor first, then build out a team of regional channel managers as the program proves out.
What You'll Do- Own the channel strategy: partner segmentation, routes to market, and partner engagement models
- Build annual channel business plans aligned to company growth goals, with clear KPIs for recruitment, enablement, pipeline, revenue, and partner profitability
- Recruit, develop, and manage strategic partners - National Solution Providers, Regional VARs, Security-focused Solution Providers, Global and Regional Systems Integrators, and Distribution partners
- Run executive business reviews, joint account planning, and account mapping sessions between Venn and partner sales teams
- Deliver partner sales and technical enablement, and build partner business plans hands-on
- Identify joint pipeline opportunities, support field sales on strategic partner deals, and join customer meetings alongside partners
- Partner with Sales Leadership to drive partner-sourced pipeline, repeatable co-selling motions, and higher partner attach rates
- Work with Marketing on campaigns, events, and partner success stories that drive pipeline and revenue
- Hire and coach Channel Account Managers as the team grows, building a scalable, high-performance partner organization
What You Bring- A track record of channel leadership progression - e.g., regional or manager-level channel roles at a larger company, now ready to own the lead seat without giving up the day-to-day
- Demonstrated, specific success building partner relationships and driving measurable results ("in the Northeast, I brought on these partners, enabled them, and drove this level of revenue")
- Channel experience in cybersecurity, endpoint security, or a closely adjacent enterprise software space
- Working relationships with VARs, national solution providers, systems integrators, and/or MSSPs
- Fluency with CRM and forecasting systems (Salesforce, HubSpot, or similar) and comfort building a business plan from scratch
- A genuine willingness to be an individual contributor - recruiting partners, mapping accounts, pushing deals forward - while building the strategic plan in parallel
- Comfort operating in both directions: managing up to executive leadership and rolling up your sleeves with partners and (eventually) your team
- Strong business acumen and sound judgment, with the ability to make quick decisions while juggling many things at once
Nice to Have- Experience at an emerging or growth-stage SaaS company that had to build its channel program rather than inherit one
- Experience on both ends of the company-size spectrum - built a channel program at a larger company and later moved to a startup (or vice versa)
- Familiarity with partner ecosystems including SHI, CDW, Insight, Connection, Trace3, Presidio, World Wide Technology, ePlus, Optiv, GuidePoint Security, and leading regional cybersecurity solution providers
- Experience building channel programs from Series A/B/C through growth stage
Why You'll Love Working HereWe offer a comprehensive benefits package designed to support our team's health, well-being, and work-life balance, including:
- Competitive compensation and commission opportunities
- Equity at Venn
- Medical, dental, vision, life, and disability insurance
- Healthcare FSA, HSA, and commuter benefits
- Unlimited paid time off, paid sick time, NYSE company holidays, and a paid birthday off
- The opportunity to be part of a fast-growing startup with a collaborative, high-impact team where every voice is valued and there are clear paths for growth and promotion
