Gartner’s Top Strategic Technology Trends for 2026
Director of Channels
About Remedio
Remedio is a first-of-its-kind solution provider focused on the configuration side of endpoint security. Predicated on principles of automation and prevention, Remedio detects unpatched vulnerabilities and insecure configurations.
The platform enables proactive and non-disruptive remediation, or reversion, at the push of a button, ensuring safe and strict policy adherence while strengthening operational resilience and business continuity.
About the Role
We are looking for a Director of Channels to build and scale our partner ecosystem as a core growth engine. This is a hands-on leadership role for a channel builder who can create structure, drive execution, and develop a focused set of committed strategic partners.
Joining Remedio means becoming part of a growing cybersecurity company at a pivotal stage, where you’ll have the opportunity to:
- Build the company’s channel program from the ground up
- Shape a partner-led go-to-market motion with direct visibility to leadership
- Work closely with Sales, Marketing, Product, Technical teams, and executive leadership
- Develop strategic relationships across leading cybersecurity resellers, distributors, and ecosystem partners
- Create measurable impact on pipeline, revenue growth, and market expansion
We are looking for a player-coach who is comfortable operating in a startup environment and can build repeatable partner-led revenue motions from the ground up.
salary range: $280,000–$380,000.
Responsibilities
- Design, formalize, and operationalize Remedio’s channel program, including partner tiers, requirements, benefits, incentives, rules of engagement, and partner lifecycle expectations.
- Build and execute the annual channel plan aligned to company growth objectives, regional priorities, pipeline targets, and partner segmentation.
- Recruit, activate, and grow strategic partners across enterprise VARs, solution providers, systems integrators, strategic alliances, and distributors.
- Build and manage distribution relationships with firms such as TD SYNNEX, Climb, or comparable distributors.
- Build strong executive and field-level relationships with leading cybersecurity resellers and strategic channel firms.
- Directly manage and develop Channel Account Managers, creating clear ownership models, regional coverage expectations, and consistent execution across the team.
- Partner closely with Sales, Marketing, Product, and Technical teams to align channel strategy with regional growth, partner campaigns, enablement, and proof-of-value execution.
- Build a metrics-driven operating model to track partner activation, enablement, partner-sourced pipeline, influenced pipeline, win rates, and revenue contribution.
- Lead quarterly business reviews with strategic partners and internal stakeholders.
We are looking for a hands-on channel leader who has built and scaled partner programs in cybersecurity software. The ideal candidate combines strategic channel planning with field execution, strong partner relationships, and the ability to lead a team while building structure in a fast-moving startup environment.
Requirements
- 8+ years of channel, alliances, partner sales, or indirect go-to-market leadership experience in cybersecurity software.
- Direct experience managing Channel Account Managers or equivalent partner-facing field teams.
- Proven experience designing, launching, and scaling channel programs, including partner tiers, entitlements, requirements, incentives, and operating models.
- Experience building annual channel plans and partner business planning processes.
- Experience onboarding and managing distributors, including TD SYNNEX, Climb, or comparable firms.
- Strong existing relationships with prominent cybersecurity resellers, enterprise VARs, solution providers, and channel leaders.
- Cybersecurity domain experience, preferably in one or more of the following areas:
- Vulnerability Management
- Exposure Management
- Patch Management / Remediation
- Prior experience in startup or high-growth environments where structure, repeatability, and process must be built from the ground up.
- Highly metrics-driven, with demonstrated ability to use data, dashboards, and operating discipline to drive partner performance.
- Strong executive presence with the ability to build relationships with partner executives, sellers, and technical stakeholders.
What Success Looks Like
In your first 12 months, you will:
- Launch Remedio’s formal channel program.
- Establish an annual channel plan with measurable pipeline and revenue targets.
- Build a focused set of strategic partners with executive alignment, enablement, and joint business plans.
- Stand up a distributor-led scale motion.
- Create operating discipline and consistency across Channel Account Managers.
- Build repeatable partner-sourced pipeline and measurable channel-driven revenue contribution.
