Note: The job is a remote job and is open to candidates in USA. WitnessAI is a company focused on enabling safe and effective adoption of enterprise AI through security and governance guardrails. The Channel Sales Director will manage relationships with strategic channel partners, drive partner-sourced revenue opportunities, and ensure partners are engaged and motivated to promote AI security solutions.
Responsibilities
- Manage and grow relationships with assigned channel partners across your region
- Drive partner-sourced and partner-influenced pipeline, meeting quarterly revenue targets
- Recruit, onboard, and train partners on the company’s AI security platform
- Run joint business planning sessions with key partners to align on goals and GTM activities
- Deliver ongoing sales enablement, set up technical enablement, competitive positioning, and objection handling
- Coordinate with internal sales teams to support deal cycles involving channel partners
- Work closely with Marketing on co-marketing campaigns, webinars, events, and demand-gen programs
- Track partner performance, pipeline, and KPIs using CRM and partner management tools
- Ensure partners follow deal registration processes and maintain pipeline hygiene
- Represent the company at partner events, QBRs, and industry conferences
Skills
- 5–10 years of experience in channel sales, partner management, or alliances ideally at a cybersecurity, cloud, or enterprise SaaS company
- Strong understanding of VARs partner motions and indirect sales models
- Proven success driving revenue through a partner ecosystem
- Excellent communication, presentation, and relationship-building skills
- Ability to work cross-functionally with sales, marketing, and product teams
- Experience in a fast-paced startup environment; comfortable building without much structure
- CRM proficiency (Salesforce preferred)
- Must reside in-region with the ability to travel up to 50%
- Knowledge of AI, security, cloud, or data infrastructure markets
- Experience working with large cloud providers (AWS, Azure, GCP)
- Familiarity with partner incentive programs and MDF management
- Technical aptitude, you should understand high-level product concepts
Benefits
- Hybrid work environment
- Competitive salary, health, dental, and vision insurance
- 401(k) plan
- Opportunities for professional development and growth
- Generous vacation policy
Company Overview