Head of Channel Sales

At Trustmi, we're on a mission to eliminate socially engineered fraud by empowering organizations with our Behavioral AI Security solutions. Our platform detects and prevents social engineering attacks like Business Email Compromise (BEC) and Vendor Email Compromise (VEC), delivering unmatched fraud prevention, error reduction, and enhanced operational efficiency. By stopping fraudulent payments before funds are transferred, we help businesses safeguard their revenue and build trust in every transaction. 

About the Role

Trustmi is looking for a passionate Director / Head of Channel Sales - you'll take charge of crafting and executing a channel sales strategy through collaborative partnerships that support our mission and drive growth. Your knack for building strong executive connections and discovering new avenues for business will be essential to expanding our footprint with ISVs and VARs. You'll be joining our company at an exciting time, coming off a record year of ARR growth. This role will be critical in developing strategic alliances and driving revenue through a strong network of partners.

The Head of Channel Sales will be responsible for building and leading the company’s channel sales strategy, driving growth through strategic alliances, channel partners, resellers, and distributors. This leader will own the end-to-end channel development process, including partner acquisition, enablement, management, and revenue growth. The ideal candidate will be a strategic thinker with proven success in building and scaling channel programs in a B2B SaaS environment.

What you will do

• Cultivate long-term partnerships that support Trustmi’s market entry, with a focus on executing partner-centric strategies in the US.
• Craft comprehensive sales plans that support the company's goals, including sales forecasts and setting performance targets. Devise strategies to break into new verticals and customer segments. Regularly evaluate and refine sales plans to ensure their effectiveness.
• Build and sustain robust relationships with executives across partner organizations. Align their business goals with our channel strategies by actively engaging senior stakeholders. Facilitate key meetings and act as the main liaison for high-level communications, offering tailored solutions to meet strategic partner needs.
• Collaborate with cross-functional teams - specifically Field and Channel Marketing -  to align market expansion goals and drive initiatives that boost brand awareness, enablement, revenue, and presence in new markets.
• Lead and energize a sales team to meet strategic objectives and align their efforts with the broader channel strategy. Provide development opportunities through coaching and mentoring, and monitor performance for ongoing enhancement. Cultivate a collaborative, high-performing team culture and ensure clear communication of goals and strategies.
• Drive channel performance by implementing sales incentives and coordinating with marketing to deliver targeted campaigns. Identify upsell and cross-sell opportunities to maximize revenue from existing partners, and set as well as monitor revenue targets for each.

Requirements

• 7+ years of strategic partnership or channel sales leadership experience with strong tenures at relevant cyber security vendors
• Proven track record of executing focus partner strategy & over achievement vs quota
• Experience in successfully leading fast growth, pre IPO channel teams
• Ability to devise strategies for new vertical and customer segment penetration
• Deep understanding of channel sales models, partner types (VARs, ISVs, MSPs, systems integrators), and go-to-market strategies in a SaaS environment.
• Experience with executive stakeholder engagement and relationship management
• Expertise in collaborating with cross-functional teams for market expansion
• Skill in implementing sales incentives and monitoring channel performance
• Data-driven approach to decision-making, with experience in channel performance analysis, forecasting, and reporting.
• Demonstrated success in building a company's channel presence from the ground up
• History of consistently meeting or exceeding revenue targets
• Proven ability to drive sales growth through innovative channel strategies
• Success in launching and leading targeted marketing campaigns

Benefits

At Trustmi, you'll be part of a dynamic team dedicated to making a real impact in the fight against cyber fraud. We offer a collaborative work environment where your contributions are valued, and your professional growth is supported. Join us in our mission to restore trust in every transaction.