Note: The job is a remote job and is open to candidates in USA. RegScale is a continuous controls monitoring (CCM) platform focused on delivering efficient governance, risk, and compliance outcomes. The Channel Sales Director will develop and manage strategic relationships with Value-Added Resellers across the U.S. to drive revenue growth and ensure partners are aligned to effectively sell RegScale solutions.
Responsibilities
- Identify, recruit, and onboard high-potential VARs across key U.S. regions
- Target cybersecurity, compliance, audit, MSP, and advisory-focused resellers aligned to GRC buyer personas (CISO, CRO, CIO, CFO, Compliance Officer)
- Develop geographic and vertical coverage strategy (Financial Services, Healthcare, Government, Manufacturing, Higher Ed, etc.)
- Conduct due diligence on partner business models, services capabilities, and go-to-market fit
- Own channel-sourced and channel-influenced revenue targets
- Build joint business plans (JBPs) with strategic VARs
- Drive co-selling motions between VAR account teams and internal sales teams
- Develop and manage pipeline visibility, forecasting, and deal registration processes
- Increase average deal size through bundling RegScale platform + advisory services
- Lead onboarding and enablement programs to ensure VARs can position RegScale solutions effectively, demo the platform, conduct discovery around risk and compliance pain points
- Develop certification tracks
- Host quarterly partner training sessions and regional roadshows
- Own monthly/quarterly partner leader operating cadence
- Manage partner contracts, incentives, MDF, and discount structures
Skills
- 5+ years in channel sales or partner management (preferably SaaS, cybersecurity, or GRC)
- Proven experience managing national VAR ecosystems
- Familiarity with enterprise buying cycles
- Ability to work cross-functionally and influence internal teams
- Strong executive communication and negotiation skills
- Willingness to travel nationally (25–50%)
- Bachelor's degree in Business, Marketing, Finance, Information Systems, Cybersecurity, or related field OR equivalent professional experience in channel sales or cybersecurity
- Experience working with partners selling into regulated industries
- Strong understanding of compliance frameworks (SOC 2, ISO 27001, NIST CSF, HIPAA, PCI DSS)
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