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Director of Channel Partnerships

CyberSheath Services International, LLC

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Lead the strategic expansion of CyberSheath’s partner ecosystem, owning the full life-cycle from prospecting to onboarding and revenue growth. You will design and execute a scalable channel program that multiplies our cybersecurity reach across the Defense Industrial Base (DIB) and adjacent federal markets.
• Own an annual partner-sourced revenue target measured in multi-million-dollar increments; translate that number into quarterly OKRs, pipeline coverage models, and co-sell motions with AWS, Microsoft, Palo Alto, and other strategic vendors.
• Build and mentor a lean but high-performing partnerships team (initially 2-3 direct reports) while also acting as an individual contributor who personally closes the largest alliance deals. Your leadership style balances coaching with rolling-up-your-sleeves execution.
• Architect win-win partner programs that include tiered benefits, MDF (market development funds), joint value propositions, and repeatable enablement assets. You will create the playbooks that allow partners to position CyberSheath’s CMMC, NIST 800-171, and DFARS compliance services as a seamless extension of their own portfolios.
• Drive cross-functional alignment by serving as the single point of accountability between Sales, Marketing, Delivery, Legal, and Finance. You will translate partner contracts into clear internal SLAs, pricing matrices, and delivery hand-offs that protect margin and customer satisfaction.
• Establish data-driven governance: define KPIs such as partner-influenced pipeline, attach rates, renewal uplift, and time-to-first-deal; build dashboards in Salesforce and Tableau that surface actionable insights to the executive team every Monday morning.
• Evangelize CyberSheath at industry conferences, webinars, and closed-door CISO roundtables. Your public presence will position us as the de-facto compliance partner for any organization handling CUI or classified defense data.
• Negotiate complex multi-year agreements that include performance clauses, co-op marketing commitments, and joint investment funds. You will structure deals that scale from regional VARs to global SIs without creating operational drag.
• Continuously scan the threat landscape and regulatory horizon (CMMC 2.0, DoD 8140, FedRAMP High) to identify new partnership opportunities—whether that’s a boutique forensics firm or a hyperscaler launching a secret region.
• Champion a culture of compliance and integrity inside every partner engagement. You will ensure that all channel activities map to our ISO 27001 controls and maintain the trust that defense primes place in CyberSheath.

🎯 Requirements

• 8+ years of enterprise channel or alliances leadership in cybersecurity, cloud, or managed services, with at least 3 years focused on federal or defense markets.
• Proven track record of exceeding $10M+ annual partner-sourced revenue quotas and building partner programs from scratch.
• Deep familiarity with CMMC, NIST 800-171, DFARS, and ITAR regulations; ability to articulate compliance value propositions to both technical and executive audiences.
• Demonstrated success negotiating and closing complex contracts with global SIs, cloud marketplaces (AWS, Azure), and security OEMs.
• Bachelor’s degree in Business, Cybersecurity, or related field; MBA or PMP preferred.

🏖️ Benefits

• 100% remote-first culture with quarterly all-expenses-paid team summits in rotating U.S. cities.
• Unlimited PTO plus a mandatory two-week company-wide winter shutdown to recharge.
• 10% annual performance bonus tied to both company and personal OKRs, with uncapped accelerators for over-achievement.
• Annual $3,500 professional development stipend for certifications, conferences, or advanced degrees.

Skills & Technologies

Remote

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CyberSheath Services International, LLC

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About CyberSheath Services International, LLC

CyberSheath Services International, LLC provides cybersecurity compliance, managed security services, and risk management to U.S. defense and aerospace contractors. Founded in 2008, the company helps organizations align with NIST SP 800-171, DFARS, and CMMC requirements through gap assessments, remediation planning, continuous monitoring, and incident response. It combines proprietary methodologies and experienced analysts to secure controlled unclassified information and maintain government contracts, serving Fortune 500 firms and small suppliers across the defense industrial base.

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