Channel Director, West

About Dropzone AI

Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market. 
Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at www.dropzone.ai.

About the role

The Channel Director, West will own the channel sourced revenue targets in the Western US and TOLA region by recruiting, engaging and enabling partners, MSSPs, consultants, SIs and VARs. Reporting to our Head of Channel, this role is pivotal to maintaining Dropzone’s competitive edge in the channel by driving demand generation, pipeline development, new partner acquisition, and channel expansion with high focus on revenue growth.

What you'll do

• Accelerate the US West channel strategy for VARs, MSSPs and Consultants.
• Bring high impact relationships at all levels in the partner ecosystem.
• Team up with Dropzone AI’s regional sales teams to expand reach and add deals to the funnel.
• Own and execute on the channel commitment for the region.
• Run point on channel sourced and co-sell deal cycles.
• Create and execute results-oriented business reviews with partners.
• Generate demand through field events, engagements and in person activations.

Requirements

• 5+years experience selling SOC tools such as SIEM, TIP, SOAR, MDR/XDR through the channel.
• 8+years selling enterprise and mid market cybersecurity tools through the channel.
• Established relationships with key Channel, SI, MSSP and VAR contacts in TOLA & West.
• Verifiable success in creating and closing channel sourced revenue in the region.
• Expert knowledge of MSSPs, enterprise SOC operations, teams, tools, workflows and challenges.
• Proven ability to create channel demand in the SOC tools category.
• Successful experience with early stage startups.
• Demonstrated ability to operate with an ownership mindset and execute with urgency.
• Possesses resourcefulness and a strong bias for action and results.
• Must live in assigned territory and have the ability to travel approximately 50% of the time.

Work Environment/Travel

We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. This role is required to live in its assigned territory and have the ability to travel approximately 50% of the time.

Compensation

In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more.

The base salary range for this role is $160,000 - 180,000 with an OTE salary range $220,000 - 257,000.