Head of Channel
- Location
- Remote (US)
- Job type
- Full-time
- Level
- Director
- Experience
- 10+ years
- Listed
- 18 days ago
Skills & highlights for this role
- Channel sales
- Alliances or partner development
- Ecosystem leadership
- Partner program design and execution
- Pipeline and revenue forecasting
- Executive relationship management
- Cross-functional collaboration
Also useful
- Cybersecurity channel experience
- AI or machine learning security knowledge
- Experience with VARs, distributors, GSIs, and MSSPs
- Partner relationship management (PRM) tools
- Public speaking and industry event representation
About the Role
HiddenLayer is seeking a strategic and hands-on Head of Channel to build and lead the company's global partner strategy. This leader will own the channel motion across strategic value-added resellers, distributors, systems integrators, managed security service providers, and other ecosystem partners that can help HiddenLayer expand its reach in the rapidly growing AI security market.
Reporting to the CRO, the Head of Channel will establish the operating model, priorities, and programs required to generate partner-sourced and partner-influenced revenue. You will work closely with Enterprise Sales, Solutions Architecture, Marketing, Customer Success, Product, and RevOps to create a coordinated partner experience, accelerate deal execution, and scale a repeatable channel engine. This is a highly visible leadership role for a builder who can set strategy, earn executive trust, and personally drive results while the team and program are taking shape.
What You'll Do
- Define and execute HiddenLayer's channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.
- Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners aligned to HiddenLayer's AI security platform.
- Recruit, onboard, activate, and develop high-value partners, creating clear plans for pipeline generation, co-selling, services delivery, and customer expansion.
- Create joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals.
- Establish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.
- Partner with direct sales leadership to align account coverage, orchestrate co-sell motions, prevent channel conflict, and improve deal velocity from opportunity creation through close.
- Develop scalable partner enablement for sales, technical, and services teams so partners can confidently position, demonstrate, sell, implement, and support HiddenLayer's solutions.
- Collaborate cross-functionally with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction and improve the partner lifecycle.
- Bring partner and market insights back to company leadership to inform product priorities, packaging, services, competitive positioning, and future ecosystem investments.
- Represent HiddenLayer with partners and at relevant industry events, communicating the company's AI security vision and building a strong reputation in the channel.
Who You Are
- 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.
- A track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue.
- Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners; established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are a plus.
- Prior experience carrying a direct or overlay quota and understanding how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.
- Experience operating in a high-growth startup, preferably during the Series A through Series C stages, where you built the playbook while delivering near-term results.
- Strong executive presence and the ability to influence senior stakeholders internally and externally, from partner account teams to customer executives.
- Excellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.
- Operationally rigorous and comfortable using Salesforce, PRM platforms, and reporting tools to create visibility into partner performance and revenue contribution.
- A collaborative, commercially minded leader who is equally comfortable setting strategy, creating structure, and personally moving opportunities forward.
- Willingness to travel periodically for partner meetings, customer engagements, and industry events.
Equal opportunity and legal notices
HiddenLayer is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.
From HiddenLayer's careers page, first listed on Rolev.ai on October 22, 2026. Rolev.ai is not the employer.
How Rolev.ai helps with this application
Rolev.ai is a job search and application tool for US job seekers. For this Head of Channel role at HiddenLayer, it shows how your resume fits, tailors your resume to the posting, and prepares the application for you to review.
See how you fit
Openings from employer career sites are ranked against your whole resume—and searchable inside Claude, ChatGPT, and Cursor via Rolev.ai MCP.
Tailor without inventing
Every change to your resume is checked against your original. New experience goes in only with your yes—zero fabricated claims.
Draft the full kit
Tailored and Full Match resumes, role-specific cover letters, and answers to employer screening questions are prepared in seconds.
1-Click Extension Autofill
The Chrome extension fills the employer's Greenhouse, Workday, Lever, or Ashby form in 1 click. You review it and press Submit.
Common questions
Where is the Head of Channel job at HiddenLayer located?
Yes, this Head of Channel opening at HiddenLayer is listed as Remote (US). Always check HiddenLayer's application page for specific state eligibility or relocation policies.
What qualifications are required for Head of Channel at HiddenLayer?
For the Head of Channel role, HiddenLayer highlights 10+ years of relevant experience; experience with Channel sales, Alliances or partner development, Ecosystem leadership, Partner program design and execution, Pipeline and revenue forecasting, Executive relationship management. Rolev.ai can score your existing resume against these requirements and show any skill gaps before you apply.
How do I apply for the Head of Channel position at HiddenLayer?
This listing links directly to HiddenLayer's Greenhouse application page. You can apply directly on HiddenLayer's site, or use Rolev.ai to check your resume fit, generate a zero-hallucination tailored resume and cover letter for this posting, and autofill the Greenhouse application form in 1 click with the Rolev.ai Chrome extension. You always review the form and press Submit yourself.