VP, Channel Partners

Job description

## **About ArmorCode** ArmorCode delivers the Agentic Control Plane for Unified Exposure Management. The ArmorCode platform ingests findings from 400+ security tools, correlates them with business context in the Context Risk Graph, and puts Anya AI agents to work prioritizing, routing, and verifying fixes. Enterprises including Visa, PayPal, Volvo Group, and Johnson Controls use ArmorCode to remediate at machine speed and reduce risk fast. Processing over 400 billion findings a year across hundreds of native integrations, ArmorCode unifies, prioritizes, and drives remediation across applications, cloud, code, infrastructure, and AI. Powered by Anya, the industry's first agentic AI framework for enterprise security, ArmorCode is trusted by global enterprises to reduce exposure and adopt AI and modern software practices with confidence, without replacing existing tools or forcing vendor consolidation. ArmorCoders believe in five core values: **Hungry. Humble. Hardworking. Honest. Human.** Our organization is powered by exceptional professionals who bring fresh ideas and passion to their roles, believing that nothing is beyond reach when our "5H" principles are applied. In their work and professional relationships, ArmorCoders commit to excellence and experiences that leave an impression. ## **About the Role** This is a highly visible and impactful leadership role responsible for building and scaling ArmorCode's global channel partner strategy as we grow our go-to-market motion. The Vice President, Channel Partners will own our partner ecosystem end to end, recruiting, enabling, and growing relationships across **value-added resellers (VARs), MSSPs, and global systems integrators (GSIs)** while expanding ArmorCode's channel presence internationally, with an initial focus on Europe. You'll build and lead a team of regional channel leaders and report directly to our **Vice President of Worldwide Sales**. This role is designed for an experienced cybersecurity channel executive who has built and scaled partner organizations, developed meaningful relationships across the VAR ecosystem, led high-performing global teams, and knows how to turn strategic partnerships into measurable pipeline and revenue. ## **What You'll Do** ### **Own Channel Strategy & Execution** - Own and evolve ArmorCode's global channel partner strategy in partnership with sales, marketing, and executive leadership. - Establish clear goals and accountability for partner-sourced and partner-influenced pipeline and revenue, demonstrating measurable growth in channel contribution. - Develop a scalable channel operating model capable of supporting ArmorCode's continued domestic and international growth. - Represent ArmorCode as an executive sponsor for our most strategic partner relationships. ### **Own Partner Recruitment & Growth** - Recruit, onboard, and grow a portfolio of high-performing VARs, resellers, MSSPs, and GSIs. - Build and deepen executive-level relationships with strategic cybersecurity partners, including organizations such as **World Wide Technology (WWT) and GuidePoint Security (GPS)**. - Identify and prioritize partners aligned with ArmorCode's ASPM, vulnerability management, software supply chain security, and AI exposure management solutions. - Build the partner ecosystem and pipeline needed to support ArmorCode's continued growth. ### **Own Partner Enablement** - Design and lead partner enablement programs, including training, certification, and co-selling motions that enable partners to effectively position and sell ArmorCode. - Develop and curate the content, tools, and resources partners need to accurately represent ArmorCode's platform in the market. - Establish repeatable partner engagement models that move relationships from recruitment and enablement to active pipeline generation and revenue. ### **Build & Lead a High-Performing Channel Organization** - Build, lead, and scale a global channel organization, including a team of regional channel managers. - Set clear goals and expectations, establish accountability, coach performance, and ensure consistent execution across territories. - Recruit exceptional channel talent and build a strong leadership bench capable of supporting ArmorCode's continued growth. - Make thoughtful talent and organizational decisions, including hiring, developing, performance managing, and, when necessary, transitioning team members. - Act as a strategic thought partner to regional channel leaders on partner strategy, deal support, territory planning, and program execution. ### **Own International Channel Expansion** - Lead ArmorCode's international partner expansion, beginning with Europe, including market assessment, partner identification, relationship development, and regional channel strategy. - Apply prior hands-on international experience to determine how partner strategies, routes to market, and channel motions should evolve across different geographies. - Build relationships with global and EMEA-focused partners capable of accelerating ArmorCode's international expansion. - Bring direct experience building or managing international channel partnerships. **International experience, including meaningful exposure to the European market, is required for this role.** ### **Partner Cross-Functionally** - Report on channel performance, partner health, pipeline contribution, and key opportunities to executive leadership. - Partner closely with sales, marketing, customer success, and product teams to align the partner motion with ArmorCode's broader go-to-market strategy. - Operate within the strategy and priorities established by the Vice President of Worldwide Sales while owning how the channel strategy is executed and scaled day to day. ## **What We're Looking For** - **10+ years of experience** in channel sales, partnerships, or alliances, with significant experience in the **VAR/channel ecosystem** and at least five years leading teams. - Direct experience in **cybersecurity, application security, or a closely adjacent enterprise security software market**. This is essential; we're looking for someone who already understands the cybersecurity partner landscape. - Demonstrated experience **building and leading a channel organization of approximately 10 or more people**, including regional channel managers or leaders. - Established relationships within the cybersecurity partner ecosystem, with particularly strong relationships with **World Wide Technology (WWT) and GuidePoint Security (GPS)** highly valued. - Significant **international channel experience**, including demonstrated success building or managing partnerships in **Europe/EMEA**. - Demonstrated success building or scaling a partner program from an earlier stage into a mature, revenue-generating motion. - Strong track record recruiting, enabling, and growing relationships with VARs, resellers, MSSPs, and other strategic channel partners. - Proven people leadership experience across the full talent lifecycle, including **hiring, coaching, developing, performance managing, and making difficult talent decisions when necessary**. - Demonstrated ability to attract and recruit high-performing channel talent and build a strong leadership bench. - Executive presence and the ability to establish trusted relationships with partner executives, customers, and internal leadership. - Comfortable operating with significant autonomy in a remote-first, high-growth environment. ## **Preferred Qualifications** - Experience developing or managing relationships with **Global Systems Integrators (GSIs)** and an understanding of how GSIs can support enterprise pipeline and revenue growth. - Existing executive-level relationships across major security-focused VARs, MSSPs, resellers, and GSIs. - Prior experience specifically standing up or significantly growing a European or international channel presence for a U.S.-based cybersecurity vendor. - Experience building a global channel organization during a period of significant company growth. ## **Who You Are** You are: - A **builder** who enjoys creating structure, teams, and programs where little exists. - A **connector** with deep credibility across the cybersecurity channel ecosystem. - A **talent magnet** who knows great channel leaders and has a track record of attracting high-performing people to your teams. - Strategic in your thinking and operational in your execution. - A trusted advisor with executive presence, both with partners and internally. - Globally minded and energized by building channel organizations across markets and geographies. - Comfortable rolling up your sleeves while maintaining a long-term vision. - Accountable for results and comfortable making the difficult decisions required to build a high-performing organization. ## **Why ArmorCode?** This is an opportunity to build and scale a global channel partner organization at a category-defining cybersecurity company. You'll have significant influence over how ArmorCode develops its partner ecosystem, expands internationally, and scales its channel-driven go-to-market motion through its next phase of growth. ## **Why You Will Love It** - Career Growth Opportunities: We believe in promoting from within and provide career progression paths, enabling our employees to advance in their careers - Work-Life Balance: We understand the importance of a healthy work-life balance, offering flexible hours and remote work options to promote a sustainable lifestyle - Collaborative Environment: Our company fosters a collaborative and inclusive workplace culture, where employees can collaborate and learn from each other's experiences - Employee Recognition: We value and recognize the contributions of our team members through awards, employee of the month programs, and other forms of acknowledgment. - Competitive Compensation: We offer competitive salaries and performance-based bonuses, recognizing and rewarding the hard work and dedication of our team - Comprehensive Benefits: Our benefits package includes health insurance for employees and dependents, to support the overall well-being of our employees. We encourage learning and skilling, and aid our employees to continuously upskill themselves. - Diversity and Inclusion: We are committed to diversity and inclusion, striving to create an environment where all employees feel valued, respected, and empowered Join ArmorCode and lead the charge in reducing signal fatigue, prioritizing risk and streamlining key cybersecurity workflows. Apply today to be part of a close-knit team, dedicated to democratizing software security and helping build the safest software possible. ## **Equal Opportunity** ArmorCode is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, or any other legally protected category. All qualified individuals are encouraged to apply and will receive consideration for employment regardless of their background or characteristics. We are committed to fostering a diverse and inclusive workplace where everyone is treated with respect and dignity.