• Responsible for the Hyperscaler and Data Center Owner/Operator relationships • Help solve for challenges in grid availability, power quality, energy resilience • Offer/negotiate use of bankable and reliable Canadian Solar critical power infrastructure products • Lead commercial engagements with Tier 1 Hyperscalers (AWS, Google, Meta, Microsoft, Oracle) • Engage directly with Data Center Architects, Electrical Engineers, Procurement Leaders, and Infrastructure Owner/Operators to structure deals • Map the decision-making matrix within Hyperscale organizations • Orchestrate complex deals that may involve multiple technologies • Participate in high-level technical sales engagements • Advocate for SCADA and control systems as vital cybersecurity assets • Act as a bridge between the customer’s technical roadmap and product engineering teams

• Serve as a strategic advisor to customers by working closely with Account Managers (BAMs), Technical Sales Specialists (TSS), and internal cross-functional teams • Develop and manage strategic partnerships with biotech, biopharma, CRO, and CDMO customers, finding opportunities for collaboration on custom media, process development, and optimization projects • Support account planning by identifying growth opportunities within existing and new accounts and contributing to territory growth strategies • Drive pipeline development, forecasting, and execution to meet or exceed commercial targets • Lead joint development initiatives and in-licensing of media IP, coordinating with R&D and Product Management to deliver customized solutions • Capture customer feedback and market insights to inform commercial strategy and continuous improvement • Build and manage Media Development and Key Driver Investigation (KDI) pipelines to align technical opportunities with commercial objectives • Act as a primary commercial point of contact for service-related opportunities, coordinating internally to ensure timely and effective customer responses • Coordinate internal stakeholders (sales, operations, contracts, and project teams) to ensure smooth handoff from opportunity to execution • Lead contract development and negotiations, including proposals, Statements of Work (SOWs), and Master Service Agreements (MSAs), ensuring both scientific and business objectives are met

We are a fast-growing, venture-backed cybersecurity company building the next-generation autonomous data security platform. Our solution automates data loss prevention (DLP) and insider risk management (IRM) in modern environments, protecting sensitive unstructured data across endpoints, SaaS applications, email, cloud storage, GenAI tools, and more. In an era of rapid data explosion and AI adoption, we deliver real-time, AI-driven protection with minimal manual effort, near-zero false positives, and enterprise-grade scalability. We're serving large enterprises, experiencing strong traction, and expanding aggressively in a massive, high-demand market. As Senior Director of Channel Sales , you will own and scale our global channel and partnerships program from the ground up. This is a high-impact, strategic leadership role reporting directly to executive leadership. You'll design and execute the channel strategy that accelerates our go-to-market through resellers, system integrators, MSSPs, GSIs, technology alliances, and referral partners in the cybersecurity ecosystem. This is an ideal role for a proven channel leader who has successfully built and scaled partner programs at high-growth cybersecurity or SaaS companies and thrives in a fast-paced, entrepreneurial startup environment. Develop and execute a comprehensive channel sales strategy, including partner recruitment, enablement, tiering, and program frameworks. Identify, recruit, and onboard strategic partners (VARs, distributors, MSSPs, GSIs, and technology alliance partners) to drive significant indirect revenue growth. Build and lead a high-performing channel team (as the program scales), including channel managers and partner marketing resources. Own executive-level partner relationships; negotiate joint business plans, co-selling agreements, and aligned incentive structures. Collaborate closely with direct sales, marketing, product, and customer success teams to enable seamless channel support, deal registration, SPIFs/MDF, and conflict resolution. Design and manage partner programs, including certification/training, partner portals, deal registration processes, pricing/spiffs, and performance metrics. Drive partner-sourced and influenced pipeline/revenue to meet aggressive quarterly and annual targets. Analyze channel performance; forecast accurately and deliver executive-level reporting on partner health, ROI, and growth opportunities. Represent the company at industry events, partner conferences, and cybersecurity ecosystems. Stay current on cybersecurity channel trends, competitive dynamics, and evolving partner needs in DLP/IRM/data security. 10+ years of channel/partnership sales experience in cybersecurity, SaaS, or enterprise software; at least 5 years in a senior channel leadership role (Director/VP level). Proven track record of building and scaling channel programs that contribute 30%+ of total company revenue at high-growth companies (Series A–C or later-stage cybersecurity vendors preferred). Deep existing relationships with key cybersecurity channel players (e.g., Optiv, GuidePoint, SHI, CDW, Presidio, Deloitte, PwC, Accenture, and major technology alliance ecosystems). Demonstrated success recruiting and managing MSSPs, GSIs, and technology alliances. Strong understanding of cybersecurity buying motions, compliance drivers, and data security solutions. Exceptional executive presence; experience negotiating complex partner agreements and presenting to C-level audiences. Data-driven mindset with proficiency in CRM/PRM tools, channel analytics, and forecasting. Bachelor's degree required; MBA a plus. Willingness to travel ~40–50% (partner meetings, events, QBRs). Join a high-growth startup addressing a critical need in one of the fastest-growing cybersecurity segments. Significant equity opportunity in a well-funded company with proven product-market fit. Competitive base salary, uncapped accelerators, and full benefits. Collaborative culture with experienced cybersecurity professionals. If you're a channel leader excited to build a transformative partner ecosystem in a high-potential cybersecurity company, we'd love to hear from you.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Business Development Representative is an entry-level sales role responsible for making outbound calls in an effort to identify and qualify companies. Must be well equipped in using best practices and methodologies; use of all available means to perform effective research in the initial development and ongoing maintenance of targeted account lists. The Business Development Representative will partner with Account Executives/Account Managers to drive sales within their pipeline. This role will regularly exercise discretion and independent judgment when carrying out this position’s major responsibilities and activities. - Foster a strong partnership with the Account Executives, passing qualified opportunities to the field rep to move the sales cycle forward - Meet sales activities/KPIs: dials, calls, follow-ups, and meetings - Determine customer requirements and clearly articulate products, features, and benefits that provide relevant value - Maintain accurate details of activity within the CRM, and accurately categorize disposition of leads and target contacts - Perform effective research in the initial development and ongoing maintenance of account lists - Establish a record of accomplishment of driving extraordinary revenue results with big name accounts and a product that solves real work problems with a strong, documentable ROI - Build and manage strategic list of products - Schedule high value meetings with target personas at ICP companies Qualifications - BS/BA or minimum of 1 year of experience in a related sales or SaaS field - Proficient with MS Office - Enthusiasm and great attitude - Ability to collaborate effectively Values - 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. Benefits - 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