Head of Channel-Strategic Partners

Revenue Department | On-site preferred

Kansas City, Sarasota, Scottsdale

About the Opportunity

ExtraHop, Ent, and Armadin are some of TENEX’s most strategic technology partnerships. Our partners give security teams deep visibility into network activity and flags threats other tools miss. TENEX turns those detections into action: our AI-native SOC investigates every alert, separates real threats from noise, and responds around the clock. Together, Strategic Partners customers get complete, proactive security outcomes instead of another stream of alerts to work through.

As Head of Channel, you are the single point of accountability for that partnership. You will enable our teams to bring TENEX to their existing customers and to bundle TENEX into new partner deals. You own the relationship with partners field, partner, and executive teams, you run the channel motion that grows the joint footprint, and you run the program management that keeps delivery on track.

What the Partnership Delivers

• For customers: more value from their partner investment, with faster response, less alert fatigue for lean security teams, and coverage nights and weekends.
• For Strategic Partners: stronger renewals, more outcomes for accounts, and a more proactive story than “we detect, you respond.”
• For new buyers: one combined offer of network visibility plus a managed service to run it, which is an easier decision for organizations without a large in-house SOC.

What You’ll Do

• Own the Strategic Partners relationship. Serve as TENEX’s primary liaison to our partners field leadership, partner, product, and executive stakeholders. Run joint business planning, QBRs, and executive alignment.
• Enable partner teams to sell TENEX. Equip account teams and partners to position TENEX with their existing customers and to include it in new deals. Build the packaging, sales plays, talk tracks, and training that make the joint offer easy to sell.
• Drive joint pipeline. Build and execute the go-to-market plan across our partners installed base and new opportunities, including co-selling, account mapping, and pipeline generation, coordinating with the TENEX inside sales and outside sales teams.
• Be the escalation point for shared customers. Maintain senior relationships across joint customers so they get consistent value, fast issue resolution, and a clear path to expansion.
• Lead program management for the strategic partnerships. Own the cross-functional operating rhythm across Sales, SOC, Engineering, Customer Success, and Legal, including onboarding timelines, milestones, risk tracking, and reporting.
• Run the partner initiative inside TENEX. Support the internal steering cadence for the initiative: prepare materials, track decisions and action items, and keep owners accountable. Track certification, integration, and partner-enablement requirements so TENEX stays qualified to sell and deliver alongside our partners
• Build the playbook. Define the processes, enablement materials, and partner tooling that make the channel repeatable as the number of joint customers grows.
• Report on performance. Track and communicate partner-sourced pipeline, bookings, attach rates, onboarding velocity, retention, and program health to TENEX leadership and partner counterparts. Your incentive plan is tied to partnership outcomes.
• Coordinate joint GTM efforts. Serve as TENEX’s point person for joint marketing, events, and planning with our partners and any other vendors involved in the combined offer.
• Bring the market back to the product. Feed partner and joint-customer requirements into TENEX product, SOC, and engineering teams to strengthen the integration and shape the roadmap.

What You Bring

• 10+ years in channel, alliances, or strategic partnerships, with at least 5 years leading a strategic partner relationship end to end.
• A track record of building and scaling a channel or technology partner program that delivered measurable sourced revenue.
• Experience enabling a partner’s sales force to sell an attached or bundled offering, including plays, training, and incentives that drive adoption.
• Strong program management skills. You’ve run complex, multi-stakeholder programs across internal teams and external partners, including steering committees and executive reporting.
• Working knowledge of cybersecurity, preferably network detection and response (NDR), MDR, SOC, or managed security.

Bonus Points

• Direct experience working with or inside ExtraHop, Ent, or Armadin
• Experience co-selling a managed service alongside a security technology vendor.
• Experience at an early-stage or high-growth startup building a channel function from scratch.
• Exposure to AI-driven or automation-first security operations.

Education & Certifications

• Bachelor’s degree in Business, Marketing, Information Systems, or a related field (or equivalent experience).
• Relevant certifications such as PMP, Security+, Salesforce, or hyperscaler partner credentials are a plus.