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Channel Director (West)
<p><b>Make a difference here.</b></p><p><br></p><p>UltraViolet Cyber is a leading platform-enabled unified security operations company providing a comprehensive suite of security operations solutions. Founded and operated by security practitioners with decades of experience, the UltraViolet Cyber security-as-code platform combines technology innovation and human expertise to make advanced real-time cybersecurity accessible for all organizations by eliminating risks of separate red and blue teams. </p><p><br></p><p>By creating continuously optimized identification, detection, and resilience from today’s dynamic threat landscape, UltraViolet Cyber provides both managed and custom-tailored unified security operations solutions to the Fortune 500, Federal Government, and Commercial clients. UltraViolet Cyber is headquartered in McLean, Virginia, with global offices across the U.S. and in India. </p><p><br></p><h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">Role Summary</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">The Channel Director will be responsible for formalizing and scaling the company’s channel and alliances program. This role will strengthen and expand strategic national partnerships with firms such as <strong>WWT and GuidePoint Security</strong>, while activating and growing regional partnerships with firms such as <strong>Defy Security, Evotek, Technologent, and other VAR/SI partners</strong>.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">The Director will focus on three primary outcomes:</span></p> <ol type="1" start="1" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11.0pt;">Program Development</span></strong><span style="font-size: 11.0pt;"> – Establish a structured channel program, engagement model, and operating cadence.</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11.0pt;">Partner Activation</span></strong><span style="font-size: 11.0pt;"> – Drive pipeline and services opportunities through existing partners.</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11.0pt;">Strategic Expansion</span></strong><span style="font-size: 11.0pt;"> – Develop deeper executive relationships with national partners and selectively recruit new regional partners.</span></li> </ol> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">This role will work closely with Sales, Marketing, Services, and Vendor Alliances to ensure partners are enabled and producing measurable revenue impact.</span></p> <p></p><p><br></p><b>What You'll Do:</b><h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">1. Channel Program Development</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Formalize the company’s channel operating model.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Key responsibilities:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Design and implement a <strong>tiered partner program</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Establish <strong>partner engagement framework</strong> (rules of engagement, deal registration, referral vs resale vs services)</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Create <strong>partner enablement framework</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Develop <strong>partner onboarding playbooks</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Align internal teams on partner engagement strategy</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Deliverables:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Channel program guide</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner onboarding framework</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner enablement curriculum</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner portal / content structure</span></li> </ul> <div style="margin: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><hr width="100%" size="1" align="left"></div> <h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">2. Strategic Partner Development</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Build and deepen relationships with key national partners.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Primary targets include:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">WWT</span></strong></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">GuidePoint Security</span></strong></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Additional national integrators as identified.</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Key activities:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Executive relationship development</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Account mapping across top enterprise accounts</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Joint solution positioning</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Vendor co-selling alignment</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Quarterly business reviews</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Objective:</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Turn national partners into <strong>consistent sources of large services engagements.</strong></span></p> <div style="margin: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><hr width="100%" size="1" align="left"></div> <h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">3. Regional Partner Activation</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Strengthen and activate relationships with regional VARs and services partners.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Examples include:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">Defy Security</span></strong></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">Evotek</span></strong></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">Technologent</span></strong></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Additional regional security partners.</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Key responsibilities:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Refresh partner relationships</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Reintroduce services capabilities</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Conduct enablement sessions for partner sales teams</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Identify top seller champions within partner organizations</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Run pipeline generation campaigns</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Objective:</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Drive <strong>consistent regional services pipeline.</strong></span></p> <div style="margin: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><hr width="100%" size="1" align="left"></div> <h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">4. Sales Enablement & Field Activation</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">A major part of the role will be enabling partner sellers.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Responsibilities:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Deliver partner sales training</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Build <strong>micro playbooks for partners</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Equip partners with positioning guides</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Conduct <strong>account mapping sessions</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Support joint customer meetings</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Key outcomes:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partners understand <strong>when to bring us in</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partners know <strong>how to position our services</strong></span></li> </ul> <div style="margin: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><hr width="100%" size="1" align="left"></div> <h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">5. Partner Pipeline Development</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">The Channel Director will own pipeline development with partners.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Activities include:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Joint opportunity identification</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Co-selling motions</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner-led pipeline campaigns</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Marketing collaboration</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Field engagement with partner sellers</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Target:</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Consistent <strong>partner sourced and partner influenced pipeline growth.</strong></span></p> <div style="margin: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><hr width="100%" size="1" align="left"></div> <h2 style="margin-right: 0in; margin-left: 0in; font-size: 18pt; font-family: Aptos, sans-serif; font-weight: bold;"><span style="color: black;">6. Partner Governance & Performance</span></h2> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Introduce operational rigor to partner relationships.</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Responsibilities:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner scorecards</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Quarterly business reviews</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Joint account planning</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Pipeline tracking</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Revenue attribution</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Metrics tracked:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner sourced pipeline</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner influenced revenue</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Active partner sellers</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Enablement participation</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Opportunity conversion rates</span></li> </ul> <div style="margin: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"> </div><p><br></p><b>What You Have:</b><div> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Experience:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">4–8+ years in <strong>channel or alliances roles in a MSSP environment offering Pen Testing, MDR, SOC as a Service, and Security Engineering solutions</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Experience working with <strong>VARs, national integrators, or security partners</strong></span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Experience building <strong>partner programs from early stages</strong></span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Skills:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Executive relationship development</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Partner enablement</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Pipeline development</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Sales strategy</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="font-size: 11pt;">Cross-functional collaboration</span></li> </ul> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">Mindset:</span></p> <p style="margin: 12pt 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><span style="color: black;">This person must be:</span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">Builder</span></strong><span style="font-size: 11pt;"> (program creation)</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">Operator</span></strong><span style="font-size: 11pt;"> (drive pipeline)</span></li> <li style="color: black; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 12pt; font-family: Aptos, sans-serif;"><strong><span style="font-size: 11pt;">Connector</span></strong><span style="font-size: 11pt;"> (relationships across partners)</span></li> </ul> </div><p><br></p><p></p> <div>$130,000 - $180,000 a year</div> <p><span style="font-size: 15px;">UltraViolet Cyber maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect our company's differing products, services, industries and lines of business. Candidates are typically placed into the range based on the preceding factors.</span></p><p><br></p><p>We sincerely thank all applicants in advance for submitting their interest in this position. We know your time is valuable. </p><p><br></p><p><b>UltraViolet Cyber welcomes and encourages diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability, or veteran status. </b></p><p><br></p><p>If you want to make an impact, UltraViolet Cyber is the place for you! </p>
