Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do.

• Sales & Enablement Leader – You take ownership and lead with a partnership mindset, designing and delivering training programs that empower partners and their sales teams to effectively position solutions.
• Strategic Executor – You translate marketing playbooks into actionable programs, driving joint go-to-market initiatives and measurable pipeline growth.
• Cross-Functional Collaborator – You work seamlessly with Sales, Engineering, and Product teams to ensure partner success and alignment across initiatives.
• Energetic & Resilient – You approach challenges with a can-do attitude, persistence, and optimism, pushing initiatives forward in a dynamic, fast-paced environment.
• Business-Savvy & Structured – You balance creativity with structure, always aligning your efforts with KPIs, timelines, and measurable impact.
• Change-Oriented & Adaptive – You thrive in fast-paced, evolving environments, pivoting strategies and tactics to maximize partner impact and revenue growth.

We are looking for a results-driven and highly motivated Strategic Channel Director to serve as the primary architect for our most vital partner relationships. Reporting directly to the VP of Channels, you will be responsible for the end-to-end success of our Strategic Alliances. As a senior individual contributor, you will bridge the gap between strategy and execution – designing repeatable marketing programs, driving technical solution integrations, and spearheading comprehensive training and enablement initiatives. We expect the successful candidate to be a hands-on partner advocate who can refine our GTM motions, equip partner sales teams for success, and consistently deliver against high-growth revenue targets.

This role requires travel, with approximately 50% of your time spent visiting partners across the US.

• Strategic Alliance Acquisition & Onboarding – Identify, recruit, and negotiate high-impact agreements with strategic Value-Added Resellers (VARs) and MSSPs to expand market footprint.
• Joint Go‑To‑Market Execution – Build bespoke business plans and execute co-marketing and co-sell motions; maintain rigorous oversight of partner-led pipeline generation and forecast accuracy.
• Partner Training & Enablement – Develop and deliver technical and sales enablement programs; ensure partner reps are fully certified and equipped with the knowledge, tools, and demos necessary to position Panorays effectively.
• Strategic Marketing Execution – Execute the partner marketing playbook by orchestrating joint field events, driving direct marketing into key accounts, and collaborating with partner sales reps on account-level strategies; own the end-to-end communication strategy to ensure partner alignment and engagement with the Panorays Sales team.
• Solution Integration & Innovation – Champion technical opportunities to embed and scale Panorays technology into partner platforms and service offerings.
• Executive Relationship Management – Serve as the primary point of contact for key stakeholders; facilitate high-level quarterly business reviews (QBRs) and maintain long-term partner health.
• Cross‑Functional Collaboration – Work closely with Sales, Product, and Marketing to create partner-ready collateral and act as the “voice of the partner” to influence the internal roadmap.

• 7+ years of experience managing Strategic Alliances, VARs for a B2B enterprise SaaS organization, specifically within Cybersecurity; demonstrated ability to execute partner marketing playbooks and drive revenue through indirect sales channels.
• Familiarity with the industry’s certifications, regulatory requirements, compliances, and frameworks in Cybersecurity, Privacy, Third-Party Risk, or GRC.
• Exceptional relationship-building skills to establish trust and credibility with Strategic Partner leadership. Proven ability to nurture long-term relationships, navigate complex org structures, and build a strong network within your Partners
• Proven track record of building and scaling market presence within premier Value-Add Resellers and SSIs, including Optiv, Guidepoint Security, Trace3, and Stratascale; demonstrated ability to navigate these organizations to drive mindshare and revenue growth.
• Strong expertise in delivering compelling product and program training that effectively communicates value propositions, features, and benefits.
• Experience negotiating and navigating contracts and legal discussions.
• Self-starter, energetic, adaptable, inquisitive, and excited to work in a start-up environment and with a “can-do” attitude.
• Superior customer-facing and presentation skills with the ability to establish credibility with executives.