Director, North America Channel Sales

United States·Burlingtonexecutive

OtherChannel Sales

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Quick Summary

Overview

Director, North America Channel Sales RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure,

Technical Tools

OtherChannel Sales

Responsibilities

~1 min read

Develop and execute the North America Channel Sales strategy aligned to corporate growth objectives.
Own achievement of North America Channel revenue targets, including incremental/partner-sourced, partner-influenced, and distribution-generated business.
Establish annual business plans, revenue targets, partner segmentation models, and territory strategies.
Drive partner-sourced and partner-influenced revenue growth across all customer segments.
Identify new routes to market and opportunities to expand RSA's presence through strategic partnerships.
Build scalable programs that increase partner engagement, productivity, and profitability.
Maintain executive-level relationships with key partners, distributors, and alliance organizations.
Continuously evolve RSA's Channel strategy through modern partner engagement models, automation, data-driven insights, and emerging routes to market.
Serve as a trusted advisor to RSA executive leadership on market trends, competitive intelligence, partner investments, and growth opportunities.
Ensure RSA's Channel strategy directly supports the company's long-term growth objectives and strategic market priorities.

Recruit, hire, onboard, and develop a high-performing team of Channel Managers.
Build and mentor the next generation of RSA Channel leaders.
Create a culture of accountability, teamwork, career development, and execution excellence.
Coach team members on channel strategy, business planning, partner development, forecasting, and executive engagement.
Establish clear performance expectations, measurable success metrics, and development plans.
Conduct regular business reviews and coaching sessions to maximize team effectiveness.
Develop succession plans and create long-term organizational strength through talent development.

Lead executive business planning activities with strategic partners and distributors.
Participate in and support partner and distributor Quarterly Business Reviews (QBRs) to ensure alignment against growth objectives and mutual success plans.
Drive partner enablement, certification adoption, pipeline generation, and joint go-to-market execution.
Ensure partner investments are aligned to measurable business outcomes and ROI.
Champion RSA's value proposition and strengthen the RSA brand across the Channel community.
Establish executive relationships within key strategic partners and distributors that accelerate joint business growth.
Expand RSA's influence within the partner ecosystem by increasing executive engagement, mindshare, and preference among partners.

Partner closely with Channel Marketing to develop and execute demand generation campaigns, events, and partner growth initiatives.
Collaborate with Channel Pre-Sales leadership to ensure effective technical enablement and support for partners.
Work closely with Channel Operations to optimize programs, incentives, reporting, forecasting, and partner performance measurement.
Align with Regional Sales Leaders and Account Executives to maximize field collaboration and customer engagement.
Establish consistent engagement models between Direct Sales and Channel teams to maximize collaboration, reduce conflict, and accelerate customer acquisition.
Help influence future partner programs, incentives, investments, and go-to-market initiatives based on market feedback and business trends.
Drive cross-functional alignment to ensure RSA presents a consistent and compelling value proposition to the partner community.

Drive partner adoption and market expansion of RSA's Identity Security portfolio, including MFA, Passwordless Authentication, Identity Governance, Lifecycle Management, and related cybersecurity solutions.
Ensure partners can effectively communicate the business value of RSA's cybersecurity portfolio to customers and prospects.
Align partner growth plans with RSA strategic product priorities and long-term market opportunities.
Create strategic initiatives that increase partner-led demand for RSA's core Identity Security offerings.

Own channel forecasting, pipeline reviews, business reporting, and performance analytics.
Track and improve key partner metrics including recruitment, activation, productivity, revenue contribution, and market coverage.
Ensure disciplined execution of business plans across strategic, national, and regional partners.
Drive data-driven decision-making to improve channel effectiveness and market penetration.
Leverage analytics and operational insights to improve investment decisions and channel productivity.
Establish clear reporting and accountability frameworks that provide visibility into channel performance and growth opportunities.

10+ years of enterprise software or cybersecurity sales experience.
5+ years leading Channel organizations and managing Channel sales teams.
Proven success building, scaling, and transforming partner ecosystems that deliver measurable revenue growth.
Demonstrated ownership of a regional or national partner revenue target.
Experience working with distributors, national solution providers, regional partners, cloud marketplaces, and strategic alliances.
Demonstrated ability to build and execute strategic business plans while driving operational excellence.
Strong executive presence with the ability to influence internal and external stakeholders.
Experience leading cross-functional initiatives across sales, marketing, technical teams, and operations.
Excellent coaching, leadership, communication, and talent development skills.
Strong analytical, forecasting, and business planning capabilities.
Entrepreneurial mindset with a willingness to build, improve, and scale programs in a fast-moving environment.
Ability to think strategically while maintaining a strong operational focus.
Ability to travel throughout North America as business needs require.

Requirements

~1 min read

Cybersecurity industry experience strongly preferred.
Experience working within a high-growth software company.
Familiarity with modern channel sales methodologies, partner lifecycle management, and ecosystem development strategies.
Experience utilizing CRM, PRM, and forecasting platforms to drive business performance.
Experience building channel programs that support recurring revenue growth and long-term customer success.
Bachelor's degree required; advanced degree preferred.

What We Offer

~2 min read

At RSA, you'll have the opportunity to shape the future of one of cybersecurity's most recognized brands. As Director, North America Channel Sales, you will own a critical growth engine for the company, build and develop future Channel leaders, strengthen strategic partnerships, and directly influence RSA's success across the United States and Canada.

You'll join a team focused on innovation, accountability, and growth while helping customers solve some of their most important identity security challenges. This is a unique opportunity to leave a meaningful mark on RSA's future by building a differentiated partner ecosystem and driving transformational growth through the Channel.

Pay Range (On-Target-Earnings) $325,000 - $360,000

Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact rsa.global.talent.acquisition@rsa.com. All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.

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