B2B Director for Cloud and Cybersecurity

The B2B Director is accountable for generating revenue through the organization’s partner and channel ecosystem. The role defines and executes the B2B channel strategy to achieve sales growth, expand market coverage, and strengthen customer success. This includes building and optimizing relationships with distributors, resellers, system integrators, and technology partners; driving joint go-to-market initiatives; and implementing partner enablement and incentive programs. The Director provides leadership, ensures delivery of channel KPIs, and fosters strong cross-functional collaboration to maximize channel revenue performance. Education – Bachelor’s Degree in Business Administration, Marketing, Management, or a related field. MBA or equivalent advanced degree is preferred. Certification (Preferred) - Professional certifications in Sales Leadership, Channel Management, or Strategic Partnerships (e.g., Certified Strategic Channel Professional, Miller Heiman, Pragmatic Institute) are advantageous. Related Work Experience - Minimum of 10–12 years of progressive experience in B2B sales and channel management, with at least 5 years in a senior leadership role. Proven track record of delivering revenue growth through distributors, resellers, system integrators, or technology partners. Demonstrated success in building and scaling multi-country or regional channel ecosystems. Experience in managing partner incentive models, rebates, and joint go-to-market programs. Background in leading channel organizations in [insert industry: technology/telecom/enterprise solutions/other relevant industry]. Knowledge – Deep understanding of B2B partner business models, channel economics, and sales processes. Strong knowledge of partner lifecycle management, including recruitment, onboarding, enablement, and performance management. Familiarity with CRM and Partner Relationship Management (PRM) systems (e.g., Salesforce, HubSpot, Oracle). Knowledge of financial modeling for channel profitability, incentive plans, and rebate structures. Awareness of emerging trends in B2B channels, digital marketplaces, and ecosystem partnerships. Skills – Strong leadership and stakeholder engagement skills, with the ability to influence at the executive level. Excellent communication, negotiation, and presentation abilities. Analytical and data-driven decision-making capability, with a focus on revenue outcomes. Entrepreneurial mindset with strategic planning and execution discipline. Revenue Growth & Channel Sales Deliver sales and revenue targets through B2B channel partners. Develop joint sales strategies and go-to-market plans with distributors, resellers, and partners. Monitor and manage channel sales pipelines, conversion rates, and revenue performance. Ensure effective execution of partner incentive programs and rebates to drive sales. Lead co-selling initiatives with B2B partners to maximize joint sales opportunities. Channel Strategy & Ecosystem Development Define and implement a comprehensive channel strategy aligned with growth and profitability goals. Recruit, onboard, and manage high-performing channel partners. Segment partners and establish tailored programs to maximize sales impact. Partner Relationship Management Conduct quarterly business reviews to assess revenue delivery and joint performance. Builds and manages client relationships to strengthen long-term collaboration and loyalty. Act as the senior escalation point for partner conflicts or commercial negotiations. Cross-Functional Collaboration Align with Sales, Marketing, and Product teams to support channel-driven revenue. Incorporate partner insights into pricing, product roadmaps, and marketing strategies. Work with Finance and Legal to manage partner contracts, rebates, and compliance. Leadership & Team Development Lead, mentor, and develop a team of channel and partner managers. Establish clear revenue KPIs and performance scorecards. Promote a culture of accountability, innovation, and revenue focus within the channel team.