Senior Director, Channel

Position Overview

Netwrix is seeking a results-driven North America Channel Leader to own and scale the company’s partner ecosystem across the US and Canada. This individual will be responsible for driving channel-sourced revenue, expanding partner coverage, and building a high-performing channel organization aligned to Netwrix’s go-to-market strategy in data security, identity security, and governance solutions.

The ideal candidate is a strategic yet hands-on channel executive with deep experience building VAR and distributor-led ecosystems within cybersecurity or enterprise software. This role requires strong cross-functional leadership, operational rigor, and the ability to influence both internal stakeholders and senior partner executives.

Key Responsibilities

Channel Strategy & Execution

• Own and execute the North America channel strategy, aligned to global channel objectives and regional revenue goals.
• Drive channel-sourced, influenced, and co-sell revenue, ensuring predictable pipeline coverage and growth.
• Design and optimize partner segmentation (strategic, growth, SMB) to maximize coverage and productivity.
• Partner Recruitment & Enablement
• Identify, recruit, onboard, and activate high-impact VARs, SIs, and distribution partners.
• Lead partner enablement initiatives including training, certifications, sales playbooks, and technical readiness.
• Ensure partners can successfully position, demo, sell, and support Netwrix solutions.

Team Leadership

• Build, lead, and coach a team of Channel Account Managers and Channel Development Managers across North America.
• Establish clear KPIs, territory alignment, partner coverage models, and forecasting discipline.
• Foster a performance-driven culture with strong accountability and partner-centric mindset.

Go-to-Market Alignment

• Partner closely with Regional Sales, Marketing, Product, and Customer Success teams to drive integrated GTM execution.
• Develop joint business plans (JBPs) with top-tier partners, including pipeline targets, marketing programs, and enablement plans.
• Ensure consistent execution of MDF programs, demand generation campaigns, and partner-led events.

Operational Excellence

• Own partner forecasting, performance reporting, and QBR cadence.
• Ensure compliance with deal registration, incentives, and partner program requirements.
• Continuously assess and improve channel program efficacy and partner ROI.

Required Qualifications

• 10+ years of experience in channel sales, alliances, or partner leadership within cybersecurity, SaaS, or enterprise software.
• 5+ years leading North America channel teams with direct responsibility for revenue targets.
• Proven ability to scale VAR, MSSP, and distributor ecosystems in a competitive security market.
• Strong understanding of identity security, data security, risk, governance, or adjacent security domains.
• Demonstrated success working with field sales teams in a co-sell or partner-first motion.

Our Values

At Netwrix, our values guide every action:

• Next-Level Customer Focus -Customers first, always. We listen, protect, and go the extra mile— because their success is our mission.
• Excellence - We set high standards and take pride in delivering exceptional results. We celebrate wins, seek constant improvement, and address shortcomings professionally.
• Transparent Ownership - We celebrate our successes, own up to our mistakes, communicate openly, and face challenges head-on with a genuine commitment to doing the right thing.
• Winning with Clear Thinking - We value clarity, find straightforward solutions to complex problems, and make swift, effective decisions.
• Relentless Innovation - We continually seek better ways to serve our customers and stay ahead. We foster creative thinking, and we embrace new approaches. 
• Industry-Leading Expertise - We take pride in our expertise and continuously seek to learn and share knowledge, striving to be the trusted experts our customers rely on.
• eXceptional Together - We believe in the power of collaboration and diverse perspectives. By valuing each other’s strengths, we achieve outcomes that surpass individual contributions.

Join us in a culture where integrity, respect, and hard work are foundational. Be part of a team dedicated to making a lasting impact.

Why You’ll Love Working at Netwrix

• Competitive Health Benefits
• Continuous Learning and Development Opportunities
• Team-Oriented, Collaborative, and Innovative Work Environment
• Regular Company Town Halls to Keep You Informed
• Opportunities for Career Growth and Advancement

We pride ourselves on a culture that truly values employee input across various backgrounds and experiences. We look forward to welcoming new talent who can help us further our mission.

Netwrix Corporation and its wholly owned subsidiaries are Equal Opportunity Employers (EEO) and welcome all applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.

Please let us know if you require any accommodation.