Director of North America Channel Operations

We are seeking an experienced and driven Director of North American Channel Operations to join our team at Swimlane, a leading cybersecurity solutions provider. This role will develop and manage strategic relationships with national channel partners to drive revenue growth, expand market presence, and support the company’s mission of providing cutting-edge cybersecurity solutions.

Summary:  The Director of North American Channel Operations will define and execute Swimlane’s channel strategy, build strong relationships with key partners, and drive revenue growth. This role will focus on enabling partner success, creating joint initiatives, and fostering collaboration across internal teams to achieve our business goals. The ideal candidate has deep experience in channel management and a strong network in the North American channel and MSSP sectors.

Key Responsibilities:

• Channel Strategy: Develop and execute comprehensive go-to-market strategies with channel partners to maximize revenue opportunities and market penetration.
• Partner Relationships: Build and maintain strong relationships with key channel partners and executives, driving alignment with Swimlane’s goals.
• Contract Negotiation: Negotiate partner agreements, pricing models, and incentive programs to drive profitable growth.
• Enablement: Collaborate with internal teams to provide partners with training, tools, and resources to effectively sell and support Swimlane solutions.
• Cross-functional collaboration: Work closely with sales, marketing, product, and support teams to align channel initiatives with overall business objectives.
• Performance Tracking: Monitor and analyze partner performance to identify areas for improvement and growth.
• Field Engagement: Travel regularly to engage with partner teams, strengthen collaboration, and support regional initiatives.
• Market Intelligence: Stay informed about industry trends, competitor activities, and emerging market opportunities to guide channel strategy.

Qualifications:

• Bachelor’s degree in business, marketing, or related field.  Year for year of relevant experience may be substituted for the degree.  
• 7+ years of channel account management experience, preferably in the cybersecurity or technology sector.
• Proven success in scaling and managing VAR programs and building relationships with key stakeholders.
• Strong understanding of channel organizations and the cybersecurity market.
• Exceptional communication, presentation, and organizational skills.
• High energy, adaptability, and motivation to thrive in a dynamic environment.
• Experience growing sales for challenger vendors/solutions is a plus.
• Ability to analyze complex data and market trends to make informed strategic decisions.

This is a remote position and candidates must be located in the USA at the time of application to be considered for the role.  This position may travel up to 50% of the time.  

Who we are, and what we offer:

Swimlane is a rapidly growing, innovative startup that provides cloud-scale, low-code security automation for organizations of all industries and sizes. Our technology is relied upon by major security-forward companies around the globe and we are consistently rated as the #1 trusted low-code security automation platform. Our mission is to prevent breaches and enable continuous compliance via a low-code security automation platform that serves as the system of record for the entire security organization.

The Perks of being a Swimlaner:

• Competitive Benefits & Compensation
• Stock Options
• Training & Professional Development Opportunities
• MacBook Pro
• Great Company Culture
• We value collaboration and innovation
• Give-back Volunteering Opportunities

Here at Swimlane, our core focus is to Automate the World of Security and we strive to represent our five core values in everything we do:

• Punch above your weight class - We make the most of our circumstances and constantly surprise and impress with our ability to deliver.
• Be a happy innovator - The hard problems are the fun problems to solve, we’re excited to take on difficult challenges and find creative solutions.
• Always be leveling up - We are continuously improving, embracing change, and consuming information to better ourselves and each other.
• Move at the speed of WOW - We work with an extreme sense of urgency, but we never compromise quality.
• Have honesty and integrity in ‘all the things’ - We make decisions with the best of intentions, doing what is right for as many stakeholders as possible.

What’s the best thing about working at Swimlane? If you ask the team, they'll tell you it's the people. Swimlaners are innovative, collaborative, and driven by the purpose of revolutionizing the way security teams automate and respond to alerts. Headquartered in beautiful Denver, Colorado, Swimlane's staff spans 28 states and 29 countries!

To complete your application, please submit your resume to swimlane.com/careers