Key Responsibilities & Duties

• Develop and execute the global channel and technology partnership strategy aligned to Industrial Defender’s revenue, geographic expansion, and product objectives.
• Build, manage, and scale a global ecosystem of resellers, distributors, system integrators, MSSPs, OT/ICS consultants, and technology alliance partners.
• Own the partner-sourced and partner-influenced pipeline number globally, with clear quarterly and annual targets for pipeline generation, bookings, and partner productivity.
• Recruit, onboard, and activate new strategic partners in priority regions (North America, EMEA, LATAM, and APAC), including target-account joint planning.
• Establish and manage joint business plans, QBRs, and cadence calls with top-tier partners to drive mutual accountability and growth.
• Lead the technology partnership program, including integration partners, OEM relationships, and strategic alliances with adjacent OT, IT, and cloud security vendors.
• Negotiate partner agreements, commercial terms, margin structures, MDF programs, and incentive plans in coordination with Legal and Finance.
• Partner with Marketing to develop co-branded campaigns, demand generation programs, partner events, and channel-ready content.
• Drive partner enablement in collaboration with Sales Engineering, Product, and Education, ensuring partners are technically certified and commercially fluent in Industrial Defender solutions.
• Serve as a trusted voice of the partner internally, providing structured feedback to Product Management, Engineering, and Marketing on market dynamics, competitive intelligence, and partner needs.
• Work side-by-side with Direct Sales, Pre-Sales, Professional Services, and Customer Success to ensure consistent customer experience across direct and indirect motions.
• Establish channel KPIs, forecasting discipline, and pipeline reporting cadence to Sales Leadership and the Executive team.
• Represent Industrial Defender at industry events, partner conferences, and executive briefings globally.
• All other duties as assigned.

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Scope

The VP owns Industrial Defender’s indirect go-to-market motion worldwide. You will be responsible for the global partner-sourced and partner-influenced pipeline and bookings numbers, reporting to Sales Leadership. You will operate with significant autonomy, building a structured partner program from a combination of existing relationships and new strategic recruitment, and exercising judgment to balance short-term pipeline generation with long-term ecosystem development. The role requires sophisticated cross-functional collaboration with Sales, Marketing, Product, Customer Success, Legal, and Finance, and frequent engagement with partner executives, customer stakeholders, and internal leadership. You will take personal responsibility along with being an individual contributor for partner outcomes and revenue contribution while advancing Industrial Defender’s broader strategic objectives in the ICS/OT cybersecurity market.

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Knowledge, Skills & Abilities Required

• College degree required; MBA or relevant advanced degree a plus.
• Minimum 10+ years of progressive channel sales, alliances, or business development experience in software, cybersecurity, or related high-tech industries.
• Demonstrated success building and scaling global channel programs that generated meaningful partner-sourced pipeline and bookings.
• Direct experience selling into or partnering across the Industrial/ICS/OT, critical infrastructure, or cybersecurity ecosystem strongly preferred.
• Proven track record establishing and managing relationships with global and regional resellers, distributors, system integrators, MSSPs, and technology alliance partners.
• Experience structuring and negotiating partner agreements, incentive programs, MDF, and joint go-to-market plans.
• Strong commercial acumen with demonstrated ability to forecast accurately, manage pipeline rigor, and consistently hit or exceed quota.
• Strategic thinker with the operational discipline to translate strategy into execution — partner tiering, enablement plans, QBRs, and KPI dashboards.
• Demonstrated experience and strong skill set blending Technical, Commercial, and Product categories — able to credibly engage both partner executives and technical practitioners.
• Excellent executive presence and relationship management skills; comfortable representing the company to C-level partner and customer stakeholders.
• Strong interpersonal skills and ability to excel in a team-oriented, cross-functional atmosphere.
• Strong written and verbal communication skills; fluent in English; additional languages a plus given the global nature of the role.
• Willingness and ability to travel internationally as required (estimated 30–50%).