VP Channel Operations (VPCO0426)

Location: Fully Remote
Department: Operations
Reports to: Chief Executive Officer

About Us
We are a fast-growing cybersecurity startup helping MSPs and mid-market organizations secure endpoints, enforce configuration compliance, and mitigate modern cyber threats at scale. Senteon is focused on delivering innovative solutions to secure critical business infrastructure. We prioritize a proactive security culture, operational excellence, and continuous innovation. Our channel motion is intentionally early and intentionally protected. This role exists to build it the right way.

Position Overview

This is Senteon’s first full-time channel hire. You will be responsible for building a producing channel motion from near-zero, not managing an existing one.

The foundational mechanics are in place: deal registration, payment processing, and a PRM are live. What does not yet exist is an active partner ecosystem generating consistent revenue.

This role requires a builder and operator mindset, strong independence, and the ability to create structure where none yet exists. You will be expected to define partner profiles, recruit the right partners, enable them to sell effectively, and document everything so the channel can scale beyond you.

A strong candidate will bring an existing network of partners they can activate early and will be comfortable working without immediate validation or volume.

Key Responsibilities

Core Components

• You will build Senteon’s channel program from the ground up, starting with partner recruitment and early activation
• Identify and recruit the right types of partners based on ICP fit and selling behavior
• Leverage existing relationships to generate early channel-sourced pipeline
• Personally support early partner deals through co-selling and enablement
• Define and document channel processes including onboarding, enablement, deal registration, and lifecycle management
• Establish clear partner success criteria and leading indicators before revenue scales
• Maintain accurate partner data, activity, and pipeline tracking in the PRM and CRM
• Act as the internal voice of the partner ecosystem, feeding insights back into Sales, Product, and Customer Success
• Prepare the channel function to scale by creating repeatable playbooks and documentation

Partner Recruitment & Development

• Identify, recruit, and onboard new channel partners
• Develop partner business plans and revenue targets
• Build strong relationships with partner stakeholders

Partner Enablement

• Deliver onboarding and training programs
• Equip partners with tools and resources
• Provide sales enablement and collateral

Revenue Generation

• Drive pipeline and revenue through partners
• Collaborate on joint opportunities
• Track partner performance against targets

Go-to-Market Collaboration

• Execute joint campaigns and events
• Support partner-led initiatives
• Align with product teams on feedback

Channel Program Management

• Refine and scale partner program
• Track partner performance
• Ensure compliance with agreements

Reporting & Operations

• Maintain CRM data (Hubspot CRM)
• Report on pipeline and revenue
• Forecast channel performance

Qualifications:

Required:

• 5+ years in channel sales or partnerships
• Proven partner revenue growth experience
• Strong relationship and negotiation skills
• Experience with VARs, MSSPs, or channel ecosystems
• Cross-functional collaboration skills

Preferred:

• Cybersecurity or enterprise SaaS experience
• Familiarity with partner programs
• Hubspot and partner portal experience