[Remote] Channel Account Director - East Coast
Note: The job is a remote job and is open to candidates in USA. Filigran is a fast-growing company in the cybertech ecosystem focused on revolutionizing cyber threat management. The Channel Account Director will build and scale a high-quality ecosystem of VARs, Distributors, and MSSPs in the eastern regions of the US and Canada, driving predictable revenue growth and enhancing the global partnership program.
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
Skills
- 6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement
- Proven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-selling
- Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline
- Strong commercial acumen; experience structuring deals balancing partner profitability and company goals
- Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region
- Able to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs
- Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting
- Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable
- Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership
- Identifies new opportunities and drives initiatives that grow partner success, pipeline, and revenue
- Experience selling TIPs or CTI solutions
- Built/rolled out a partner program or opened a new region for a security startup (Series A–C)
- Familiarity with US public-sector and enterprise procurement/compliance
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
Company Overview