[Remote] Channel Account Director - East Coast

Note: The job is a remote job and is open to candidates in USA. Filigran is a fast-growing company in the cybertech ecosystem focused on revolutionizing cyber threat management. The Channel Account Director will build and scale a high-quality ecosystem of VARs, Distributors, and MSSPs in the eastern regions of the US and Canada, driving predictable revenue growth and enhancing the global partnership program.ResponsibilitiesOwn and exceed regional partner-sourced and partner-attached pipeline and revenue targetsRecruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the North America planDevelop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with MarketingPlan and run regional partner demand-generation (campaigns, webinars, field events) with MarketingDefine, track, and report KPIsChampion a partner-first motion with Sales: deal strategy/structuring, executive alignment, disciplined deal registration, and forecast accuracyEnsure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data quality (partner profiles, contacts, opportunities, activities)Review and suggest enhancements to our channel and MSSP programs and enablement content; Create new partner supporting and enablement collateralProvide market and competitive insights to Sales, Product, Marketing, and LeadershipSkills6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievementProven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-sellingTight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast disciplineStrong commercial acumen; experience structuring deals balancing partner profitability and company goalsExtensive trusted relationships across leading VARs, distributors, and MSSPs in the regionAble to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEsExcellent CRM hygiene and reporting; rigorous pipeline management and forecastingCreates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptableExecutive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and LeadershipIdentifies new opportunities and drives initiatives that grow partner success, pipeline, and revenueExperience selling TIPs or CTI solutionsBuilt/rolled out a partner program or opened a new region for a security startup (Series A–C)Familiarity with US public-sector and enterprise procurement/complianceBenefitsCompetitive pay + equity - everyone shares in our successRemote-first, flexible, and balanced - work that fits your lifeYour setup, your choice - pick the gear that works for youTwice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screenCompany OverviewFiligran provides an open-source cybersecurity solutions including threat intelligence management and cyber risk management. It was founded in 2022, and is headquartered in Paris, Ile-de-France, FRA, with a workforce of 201-500 employees. Its website is https://filigran.io.