Senior Director, Channel

Senior Director, Channel About Us At Netwrix, our mission is to revolutionize data security by placing identity at the core - providing unparalleled visibility and control. Engineered and supported by over 900 highly talented, motivated employees and hundreds of trusted partners in nearly every geography, Netwrix solutions are relied upon daily by security professionals across more than 13,500 organizations in over 100 countries around the world. Over the past two decades, Netwrix has expanded its market presence through innovation, organic growth, and strategic acquisitions, and are proud to be backed by renowned private equity firms, TA Associates and Centerbridge Partners. Netwrix maintains a global presence, fostering a remote-first work environment while encouraging and facilitating frequent face-to-face interaction with colleagues, customers, and partners. Position Overview Netwrix is seeking a results-driven North America Channel Leader to own and scale the company’s partner ecosystem across the US and Canada. This individual will be responsible for driving channel-sourced revenue, expanding partner coverage, and building a high-performing channel organization aligned to Netwrix’s go-to-market strategy in data security, identity security, and governance solutions. The ideal candidate is a strategic yet hands-on channel executive with deep experience building VAR and distributor-led ecosystems within cybersecurity or enterprise software. This role requires strong cross-functional leadership, operational rigor, and the ability to influence both internal stakeholders and senior partner executives. Key Responsibilities Channel Strategy & Execution Own and execute the North America channel strategy, aligned to global channel objectives and regional revenue goals. Drive channel-sourced, influenced, and co-sell revenue, ensuring predictable pipeline coverage and growth. Design and optimize partner segmentation (strategic, growth, SMB) to maximize coverage and productivity. Partner Recruitment & Enablement Identify, recruit, onboard, and activate high-impact VARs, SIs, and distribution partners. Lead partner enablement initiatives including training, certifications, sales playbooks, and technical readiness. Ensure partners can successfully position, demo, sell, and support Netwrix solutions. Team Leadership Build, lead, and coach a team of Channel Account Managers and Channel Development Managers across North America. Establish clear KPIs, territory alignment, partner coverage models, and forecasting discipline. Foster a performance-driven culture with strong accountability and partner-centric mindset. Go-to-Market Alignment Partner closely with Regional Sales, Marketing, Product, and Customer Success teams to drive integrated GTM execution. Develop joint business plans (JBPs) with top-tier partners, including pipeline targets, marketing programs, and enablement plans. Ensure consistent execution of MDF programs, demand generation campaigns, and partner-led events. Operational Excellence Own partner forecasting, performance reporting, and QBR cadence. Ensure compliance with deal registration, incentives, and partner program requirements. Continuously assess and improve channel program efficacy and partner ROI. Required Qualifications 10+ years of experience in channel sales, alliances, or partner leadership within cybersecurity, SaaS, or enterprise software. 5+ years leading North America channel teams with direct responsibility for revenue targets. Proven ability to scale VAR, MSSP, and distributor ecosystems in a competitive security market. Strong understanding of identity security, data security, risk, governance, or adjacent security domains. Demonstrated success working with field sales teams in a co-sell or partner-first motion. Our Values At Netwrix, our values guide every action: Next-Level Customer Focus -Customers first, always. We listen, protect, and go the extra mile— because th ... (truncated, view full listing at source)