Channel Account Director - West Coast

🌀 The Company

Filigran, founded in October 2022, stands out in the cybertech ecosystem for its commitment to revolutionizing cyber threat management with a proactive approach. Its mission is to develop innovative open-source solutions designed to anticipate cyber threats, identify security gaps, and strengthen organizational security posture.

Filigran solutions are now trusted by over 6,000 public and private organizations worldwide.

🎯 The Role

This is a strategic role, building and scaling a high-quality ecosystem of VARs, Distributors and MSSPs in the western regions of US and Canada, to drive predictable revenue growth.

You will own the full partner lifecycle - recruiting, enablement, ongoing engagement - while championing a partner-first GTM engaging and supporting our field sales teams to accelerate pipeline and revenue. You'll actively contribute to enhancing our global partnership program and adapt it for your region. As the voice of the partner, you'll bring market and competitive insights back to Sales, Marketing, Product, and our leadership.

Focus areas:

• Recruit, onboard, animate and drive accelerating sales through leading VARs, Distributors and MSSPs

• Drive a partner-first motion with Sales: joint account mapping, co-selling, executive alignment, deal structuring, and forecast accuracy.

• Lead partner sales-training and manage Technical Enablement, to elevate partner readiness

• Run disciplined pipeline management, deal registration hygiene, and QBRs; surface field feedback to improve pricing, packaging, and program tiers.

💼 Your Responsibilities

• Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets.

• Recruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the North America plan.

• Develop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with Marketing.

• Plan and run regional partner demand-generation (campaigns, webinars, field events) with Marketing.

• Define, track, and report KPIs.

• Champion a partner-first motion with Sales: deal strategy/structuring, executive alignment, disciplined deal registration, and forecast accuracy.

• Ensure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data quality (partner profiles, contacts, opportunities, activities).

• Review and suggest enhancements to our channel and MSSP programs and enablement content; Create new partner supporting and enablement collateral.

• Provide market and competitive insights to Sales, Product, Marketing, and Leadership.

🤝 Who You’ll Work With

• Reports to the SVP of Global Alliances

• Works very closely with sales leadership and sales teams in your region, to drive partner sales

• Engage with Marketing to define and execute lead generation campaigns and events in region

🧬 Profile We’re Looking For

Must-haves:

• Track Record: 6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement.

• Channel Ecosystem: Proven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-selling.

• Partner-First GTM: Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline.

• Commercial & Negotiation: Strong commercial acumen; experience structuring deals balancing partner profitability and company goals.

• Partner Network: Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region.

• Cybersecurity Experience: Able to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs.

• Data-Driven Ops: Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting.

• Startup Builder: Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable.

• Communication & Influence: Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership.

• Strategic Thinking: Identifies new opportunities and drives initiatives that grow partner success, pipeline, and revenue.

Nice-to-haves:

• Threat Intelligence: Experience selling TIPs or CTI solutions.

• Program Launch: Built/rolled out a partner program or opened a new region for a security startup (Series A–C).

• Regional Procurement: Familiarity with US public-sector and enterprise procurement/compliance.

🌱 Why Join Filigran? More than just a job.

We’re a fast-growing, global, and fully remote company building open-source cybersecurity solutions, increasingly powered by AI, to help defense teams anticipate threats and act faster.

⭐ What we believe

We believe we do work that matters, uniting defenders into a global community to make security more open, resilient & collaborative.

💻 How we work

We do work that matters by combining strong engineering standards with emerging technologies, including AI, to move faster and smarter.

🧭 What guides us

We make our work matter by building a culture grounded in our CORE values of Cohesion, Openness, Responsibility, and Equity. The principles that guide how we make decisions, treat people, and grow together, especially when no one’s watching.

💰 Compensation & Benefits

• Competitive pay + equity - everyone shares in our success

• Remote-first, flexible, and balanced - work that fits your life

• Your setup, your choice - pick the gear that works for you

• Twice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screen

🌍 Equal Employment Opportunity

We enable cybersecurity through inclusion - from code to culture.

At Filigran, we are proud to be an equal opportunity employer. We believe diversity of our people make our products and our team stronger. We welcome talent of every background, identity, and lived experience, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, or veteran status.

What matters here is what you bring, not what you look like, where you’re from, or how you identify.

🚀 Ready to Join Us?

Apply now and help us build the future of the cybersecurity ecosystem, together.