VP Channel Sales - Americas

JOB DESCRIPTION

Position: VP Channel Sales, Americas
Location: Remote

THE ROLE:
IGEL is seeking a commercially driven, transformational VP Channel Sales, Americas to accelerate growth by transforming its partner ecosystem into a proactive engine for new-customer acquisition, enterprise expansion, and measurable revenue growth.
This executive will lead IGEL’s Americas channel strategy, building on the company’s position in End User Computing (EUC) and secure digital workspaces while expanding its reach across cybersecurity, cyber resilience, and business continuity and disaster recovery (BC&DR).
The successful candidate will bring established executive relationships across leading national solution providers, cybersecurity specialists, distributors, and strategic technology partners. Equally important, they will know how to mobilize those relationships into joint go-to-market programs, partner-sourced pipeline, and repeatable revenue opportunities.
Reporting to the Chief Revenue Officer, this leader will collaborate with Americas Sales, Global Alliances, Partner Marketing, Presales, Product, Customer Success, Sales Enablement, and Revenue Operations to execute four strategic growth motions:

• Adaptive Secure Desktop: Positioning IGEL as the trusted, governed endpoint foundation for secure workspace access across knowledge workers, frontline teams, and shared-device environments.
• IT for OT: Establishing IGEL as a secure, centrally governed endpoint platform for operational environments across manufacturing, healthcare, logistics, energy, retail, and other industries.
• BC&DR New-Customer Acquisition: Leveraging IGEL’s endpoint resilience and recovery capabilities to establish new customer relationships, engage security stakeholders, and accelerate new-logo pipeline generation.
• BC&DR Enterprise Expansion: Expanding IGEL’s footprint within existing enterprise customers across additional users, devices, locations, business units, and recovery use cases.

This is a hands-on executive leadership opportunity for a channel leader who combines strategic vision, cybersecurity market credibility, strong commercial judgment, and the ability to turn partner relationships into measurable business outcomes.

EXPERIENCE AND QUALIFICATIONS

Required Qualifications

• 15+ years of progressive leadership experience in Channel Sales, Strategic Alliances, Partner Business Development, or Enterprise Sales, including significant experience leading regional or national channel organizations.
• Proven success transforming partner ecosystems and building high-performing channel sales organizations.
• Established executive-level relationships across major Americas solution providers, distributors, systems integrators, or strategic technology partners.
• Demonstrated experience within the cybersecurity partner ecosystem, including security-focused solution providers, integrators, or security practices within major national partners.
• Proven ability to engage and influence partner executive leadership, sales leadership, technical leadership, and solution portfolio decision-makers.
• Strong understanding of partner economics, monetization strategies, services models, and partner sales incentives.
• Demonstrated success building repeatable partner-led pipeline generation, new-customer acquisition, and co-selling programs.
• Experience developing strategic business plans that deliver measurable revenue growth and partner performance.
• Experience selling or developing channels for enterprise security, infrastructure, cloud, digital workspace, or business resilience solutions.
• Strong commercial acumen, including revenue accountability, forecasting, pipeline management, business planning, and operational execution.
• Demonstrated ability to lead organizational transformation, develop talent, and establish performance accountability.
• Strong executive presence, communication, negotiation, presentation, and relationship-building skills.
• Ability to operate strategically while remaining personally engaged in partner relationships, critical opportunities, and day-to-day execution.
• Ability to collaborate effectively across sales, marketing, technical, customer success, and operational teams.
• Willingness to travel throughout the Americas for strategic partner engagements, executive meetings, and industry events.

Preferred Qualifications

• Experience working with major cybersecurity vendors, security-focused integrators, or security practice organizations.
• Existing relationships with national solution providers, cybersecurity partners, distributors, or systems integrators within IGEL’s target ecosystem.
• Experience developing partner-led security, ransomware resilience, business continuity, or disaster recovery solutions.
• Familiarity with EUC, VDI, DaaS, endpoint operating systems, and modern digital workspace technologies.
• Understanding of Zero Trust architectures, endpoint security, and enterprise cyber resilience strategies.
• Experience building partner go-to-market programs across healthcare, financial services, government, manufacturing, retail, and other regulated or operationally complex industries.
• Experience working with hyperscalers, strategic OEMs, distribution, managed service providers, and global systems integrators.
• Experience expanding a technology company’s channel ecosystem into new solution categories or enterprise buying centers.
• Bachelor’s degree or equivalent relevant experience; advanced degree preferred.

TASK AND RESPONSIBILITIES

1. Americas Channel Strategy and Transformation

• Own and execute the Americas Channel Sales strategy in alignment with IGEL’s corporate growth objectives and go-to-market priorities.
• Transform the channel organization into a proactive growth engine focused on new-customer acquisition, partner-sourced pipeline, enterprise expansion, and revenue performance.
• Establish differentiated partner coverage strategies across national solution providers, regional resellers, cybersecurity specialists, distributors, systems integrators, managed service providers, and strategic technology partners.
• Define partner segmentation, investment priorities, resource allocation, and measurable performance expectations.
• Identify gaps in the partner ecosystem and recruit strategic partners that expand IGEL’s reach into new markets, industries, and enterprise buying centers.
• Balance strategic planning with direct executive engagement and hands-on execution.

2. Strategic Partner Relationships and Ecosystem Development

• Build and expand executive-level relationships across IGEL’s Americas partner ecosystem, including national solution providers and systems integrators.
• Strengthen engagement with cybersecurity-focused solution providers, alongside other strategic security partners and integrators.
• Leverage distribution and public-sector channel relationships to expand partner activation and market coverage.
• Work in close alignment with IGEL’s Global Alliances organization to advance strategic technology relationships.
• Develop joint business plans, executive sponsorship, and partner engagement strategies that translate strategic alignment into field execution and measurable business results.
• Expand IGEL’s visibility within partner cybersecurity, infrastructure, digital workspace, and business resilience practices.
• Personally engage in critical partner relationships, strategic opportunities, and executive-level sales pursuits.

3. Security-Led Channel Development

• Build and execute a strategy to expand IGEL’s relevance within the cybersecurity partner ecosystem.
• · Establish relationships with partner security practice leaders, CISOs, security architects, and security sales leadership.
• Position IGEL’s immutable endpoint operating system and preventative security approach as a complementary component of enterprise cybersecurity and Zero Trust-aligned architectures.
• Develop partner-led opportunities around endpoint security, cyber resilience, ransomware preparedness, and business continuity.
• Identify joint solution opportunities with cybersecurity vendors, security-focused integrators, managed security providers, and other strategic partners.
• Create repeatable security-led sales motions that introduce IGEL into new buying centers and enterprise accounts beyond traditional EUC teams.

4. Go-to-Market Execution and Revenue Growth

• Translate IGEL’s four strategic growth motions into actionable partner go-to-market plans with defined target accounts, vertical priorities, enablement, partner ownership, and measurable outcomes.
• Identify the partners best positioned to execute each motion based on customer relationships, industry expertise, technical capabilities, and commercial models.
• Develop repeatable partner sales plays incorporating customer targeting, sales messaging, technical validation, joint account planning, and opportunity development.
• Prioritize BC&DR as a strategic opportunity for accelerated new-customer acquisition while establishing differentiated strategies for expansion within existing enterprise accounts.
• Own partner-sourced and partner-influenced pipeline development and channel revenue performance across the Americas.
• Establish joint account planning, territory alignment, demand generation, and co-selling programs with priority partners.
• Build engagement models connecting partner account executives, security specialists, solution architects, and IGEL sales teams.
• Partner with Marketing to execute targeted campaigns, executive events, industry programs, and demand generation initiatives.
• Establish disciplined pipeline management, opportunity qualification, forecasting, and performance measurement to improve partner productivity and revenue contribution.

5. Partner Economics and Commercial Development

• Develop compelling partner value propositions that create measurable economic incentives to sell, deploy, manage, and support IGEL solutions.
• Build partner business plans that incorporate resale opportunities, services revenue, solution integration, managed services, customer lifecycle opportunities, and enterprise expansion.
• Understand partner profitability models, practice economics, sales compensation incentives, and commercial decision-making.
• Collaborate with internal stakeholders to identify opportunities for partner-delivered services and recurring revenue.
• Develop repeatable business models that encourage partners to proactively generate demand rather than simply fulfill existing opportunities.
• Ensure strategic partners understand how IGEL contributes to their cybersecurity, resilience, infrastructure, and digital workspace practices.

6. Channel Organization Leadership and Executive Collaboration

• Lead, develop, and optimize the Americas Channel Sales organization, building a high-performance culture focused on accountability, proactive business development, partner activation, and measurable results.
• Assess organizational capabilities, partner coverage, and resource allocation to support the company’s growth objectives.
• Develop and mentor channel sales leaders and individual contributors, establishing clear objectives and leadership expectations.
• Collaborate with Americas Sales and global channel and alliance leadership to align regional execution with enterprise account strategies and corporate partner priorities.
• Partner with Presales, Marketing, Enablement, Product, Customer Success, and Revenue Operations to coordinate partner programs, technical enablement, solution development, and market expansion.
• Provide the Chief Revenue Officer and executive leadership team with clear visibility into channel strategy, pipeline, revenue performance, risks, and investment priorities.
• Represent IGEL at strategic partner executive meetings, industry conferences, customer engagements, and leadership events.
• Incorporate partner feedback and market intelligence into go-to-market, product, and commercial planning.

WE OFFER

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days up to maximum limit
• 401(k) plan with 100% company match, up to $15,000 per year
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President’s Club for the highest performing salespeople and overachievers
• An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
• A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!

IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.

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