Director, Partners & Channel

Position: Director, Partner & Channel
Reports To: SVP, Partnerships & Channel
Department: Partnerships & Channel
Location: Remote, US
Work Authorization: Must be authorized to work in the US

BlueVoyant is seeking a Director, Partners & Channel to build, manage, and scale our indirect sales channels, including resellers, distributors, system integrators (SIs), MSPs, and strategic technology alliances. This senior leadership role manages a team of Channel Alliance Managers and Partnership Executives and leads our partner Go-to-Market (GTM) strategy, driving partner-sourced and partner-influenced Annual Recurring Revenue (ARR). You'll work between our direct sales teams and external partners to expand our market reach in a fast-paced environment.

What You'll Do:

• Manage and develop the team of Channel Alliance Managers and Partnership Executives, setting clear goals, territories, and partner coverage models.
• Hire, coach, and performance-manage team members, running regular pipeline, forecast, and partner account reviews to drive individual and team target attainment.
• Design and execute a comprehensive channel sales strategy aligned with company growth goals, including partner segmentation, Ideal Partner Profiles, and value propositions.
• Identify, recruit, onboard, and activate high-performing channel partners (VARs, SIs, MSPs) to expand market coverage.
• Own partner-led growth targets, driving partner-sourced pipeline and accurate revenue forecasting through CRM/PRM systems.
• Build executive-level relationships with key partners to secure mutual success, trust, and long-term commitment.
• Develop and deliver partner training programs, sales plays, and marketing collateral so partners can sell and support BlueVoyant solutions effectively.
• Collaborate with Sales, Marketing, and Product teams to align partner activity with direct sales motions, ensuring smooth co-selling and minimal channel conflict.
• Monitor partner KPIs (pipeline, activations, revenue, attach rate) and run quarterly business reviews (QBRs) to improve performance.
• Negotiate partner agreements and contracts, ensuring compliance with company policies.

• 7–10+ years of experience in channel sales, business development, or strategic alliances, ideally within a B2B SaaS, technology, or cybersecurity environment.
• Proven success building and scaling channel partner programs that drive significant revenue.
• Exceptional negotiation, communication, and relationship-building skills, with the ability to present to C-suite audiences.
• Confidence using data to analyze partner performance, forecast pipeline, and refine GTM strategy.
• Experience with CRM (Salesforce) and Partner Relationship Management (PRM) platforms.
• Proven experience directly managing and developing a team of channel, alliance, or partner sales professionals, including setting targets and managing performance.
• Strong ability to lead, mentor, and foster collaboration across teams.
• Willingness to travel (typically 25–50%) to meet partners and attend events.

• Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience.
• An MBA is preferred.

• Manage and develop a high-performing team of Channel Alliance Managers and Partnership Executives while shaping and scaling the partner ecosystem behind an AI-driven cybersecurity company, with direct influence on GTM strategy and revenue growth.
• Build strategic relationships with leading resellers, SIs, MSPs, and technology alliances, including our award-winning Microsoft Security partnership.
• Join a global, mission-driven cybersecurity company defending organizations worldwide with cutting-edge data, technology, and expertise.
• Competitive compensation and a comprehensive benefits package, with support for wellbeing, development, and career growth.

About BlueVoyant
BlueVoyant is an AI-driven cybersecurity company dedicated to standing between our customers and cyber threats. By combining human, artificial, and proprietary intelligence, we deliver a unified solution that protects every organization’s network, identities, vendors, and digital footprints as a single attack surface. The company’s award-winning Microsoft Security expertise helps organizations maximize their security investments while reducing risk and ensuring compliance.

Led by CEO, John Hernandez, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry leading analytics and technologies.

Founded in 2017 by Fortune 500 executives, including Chairman of the Board, Jim Rosenthal, Vice Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, London, Budapest, and Latin America and is committed to building a workplace where talented people are empowered to do their best work in the fight against global cyber threats.

All employees must be authorized to work in the United States of America.  BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

Disclaimer: Please note that pursuant to contractual requirements and applicable law, for employees to perform work on some of the company’s federal contracts, U.S. citizenship is required. Accordingly, an employee’s ability to perform work on such contracts is contingent upon the company’s verification of the employee’s citizenship status.

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Important Information for Applicants: BlueVoyant uses AI-assisted tools within our applicant tracking system to help identify candidates whose experience and skills best match the requirements of a role. This technology provides hiring teams with added insights to support fair and efficient hiring decisions. All applications are reviewed by a member of our hiring team, and final hiring decisions are made by humans, not AI. By submitting your application, you acknowledge that AI tools may assist in the evaluation of your resume as part of the recruitment process.

Interview Expectations: As part of our interview process, we assess your experience through real-time discussion, so we expect responses to be your own. While we embrace the use of AI within our business and recruitment process, we do not permit its use during interviews. Any suspected use of AI during an interview will be challenged, and this may include the use of detection tools.

BlueVoyant Candidate Privacy Notice: To understand how we secure and manage your personal data upon submitting a job application, please see our Candidate Privacy Notice, which can be found here - Candidate Privacy Notice