Head of Channel Partnerships
- Role
- Sales
- Experience
- C-Level
- Employment
- Full-time
- Company size
- Startup
Open to US only. Set where you work from to check your eligibility.
No BS summary
Channel partnerships leader with 8-10+ years building and scaling partner programs, ideally in cybersecurity or infrastructure tech. Must have stood up a channel program from scratch and have strong relationships with VARs, MSSPs, or strategic alliance partners. US-based role.
ABOUT US
Nebulock is an agentic threat hunting platform that autonomously surfaces behaviors, not just IOCs, from various data sources. Nebulock acts like a teammate: a 24/7 AI threat hunter that investigates hypotheses, reasons through telemetry, and learns from an environment.
Today, threat hunting is broken. Security teams spend weeks chasing alerts, writing detections by hand, and manually validating findings often just to confirm what their existing tools already flagged. Meanwhile, attackers exploit credentials, move laterally, and operate in silence.
Nebulock flips the model. We continuously and autonomously hunt across endpoint, identity, and cloud telemetry identifying the subtle behavioral signals that point to credential misuse, lateral movement, insider threats, and post-access activity. Then we turn those hunts into hardened, behavior-based detections automatically.
POSITION OVERVIEW
Nebulock is looking for a highly driven, entrepreneurial Channel Leader to build our channel partner program as we go to market exclusively through partners. This isn't a channel program bolted onto a direct sales motion; it is the motion. As our founding Channel Leader, you won't be competing with an internal sales team for deals, credit, or resources - you'll be building the single engine that drives Nebulock's revenue.
You'll define who our ideal partners are, spearhead relationships region by region, design the deal registration and enablement motions from scratch, and create the operating model that channel reps and partners will run on for years to come.
You won't build it alone. You'll have direct support from Solutions Engineering for technical validation and partner enablement, Revenue Operations for deal registration, reporting, and program infrastructure, and Product and Engineering leadership to ensure partner and customer feedback shapes the roadmap in real time. This is a company-wide commitment to channel, not a single function figuring it out in isolation.
This is a rare opportunity to shape not just a program, but a discipline from its earliest days. The Channel Leader will work hand-in-hand with Leadership to determine how channel strategy evolves, and will have direct influence over how quickly - and how well - Nebulock scales. If you've ever wanted to build a channel program exactly the way you think it should be built, with real cross-functional resourcing behind you, this is that role.
EXPECTED IMPACT
- Design, launch, and own Nebulock's channel partner program from the ground up - structure, strategy, tiers, incentives, and operating cadence, as the exclusive go-to-market motion for the company
- Identify and recruit regional channel partners - VARs, MSSPs, and strategic alliances - and build deep, trust-based relationships with them directly
- Develop partner enablement materials, deal registration processes, and joint go-to-market motions that make it easy for partners to sell and win with Nebulock
- Serve as the primary relationship owner for regional partners, driving joint pipeline generation, co-selling, and revenue growth through the channel
- Partner closely with Solutions Engineering to ensure partners have the technical support and enablement needed to confidently position and sell Nebulock
- Work with Revenue Operations to build and refine deal registration, partner reporting, and program infrastructure that scales as the partner base grows
- Collaborate with Product and Engineering leadership to funnel partner and market feedback directly into the roadmap
- Represent Nebulock at regional industry events, partner conferences, and field functions to build the brand and relationships that anchor the program
- Report on program performance to Leadership, directly shaping the company's channel strategy and overall trajectory
QUALIFICATIONS
- 8-10+ years of experience building and scaling channel partner programs at high-growth companies, ideally within cybersecurity or infrastructure technology
- Demonstrated success founding or standing up a channel program from scratch, not just managing an existing one
- Experience operating in or building a channel-only or channel-first go-to-market model strongly preferred
- Strong existing relationships with regional VARs, MSSPs, or strategic alliance partners
- Track record of driving measurable pipeline and revenue growth through channel partnerships
- Comfortable operating without a playbook - you're energized by building structure and process where none currently exists
- Strong executive presence with the ability to build trust with partner leadership and internal stakeholders alike
- Highly motivated, resourceful, and driven by ownership of a program's success from day one
- Team-first mentality with a low-ego, collaborative approach to building a company
NICE TO HAVES
- Cybersecurity industry experience
- Startup or early-stage company experience
- Experience selling emerging technologies or security operations solutions
WHAT WE OFFER
- A dynamic startup environment with opportunities for rapid career growth
- A collaborative culture that values innovation and creativity
- Competitive salary and meaningful equity options
- Comprehensive benefits package, including 401(k)
- Opportunities to travel for conferences, workshops, customer meetings, and team-building events
What you'll do
- Design, launch, and own Nebulock's channel partner program from the ground up, including structure, strategy, tiers, incentives, and operating cadence as the exclusive go-to-market motion for the company.
- Identify and recruit regional channel partners, including VARs, MSSPs, and strategic alliances, and build deep trust-based relationships with them directly.
- Develop partner enablement materials, deal registration processes, and joint go-to-market motions that make it easy for partners to sell and win with Nebulock.
- Serve as the primary relationship owner for regional partners, driving joint pipeline generation, co-selling, and revenue growth through the channel.
- Partner closely with Solutions Engineering to ensure partners have the technical support and enablement needed to confidently position and sell Nebulock.
- Work with Revenue Operations to build and refine deal registration, partner reporting, and program infrastructure that scales as the partner base grows.
- Collaborate with Product and Engineering leadership to funnel partner and market feedback directly into the roadmap.
- Represent Nebulock at regional industry events, partner conferences, and field functions to build the brand and relationships that anchor the program.
- Report on program performance to Leadership, directly shaping the company's channel strategy and overall trajectory.
What they require
- 8-10+ years of experience building and scaling channel partner programs at high-growth companies, ideally within cybersecurity or infrastructure technology.
- Demonstrated success founding or standing up a channel program from scratch, not just managing an existing one.
- Preferred: Experience operating in or building a channel-only or channel-first go-to-market model.
- Strong existing relationships with regional VARs, MSSPs, or strategic alliance partners.
- Track record of driving measurable pipeline and revenue growth through channel partnerships.
- Comfortable operating without a playbook and energized by building structure and process where none currently exists.
- Strong executive presence with the ability to build trust with partner leadership and internal stakeholders alike.
- Highly motivated, resourceful, and driven by ownership of a program's success from day one.
- Team-first mentality with a low-ego, collaborative approach to building a company.
- Preferred: Cybersecurity industry experience.
- Preferred: Startup or early-stage company experience.
- Preferred: Experience selling emerging technologies or security operations solutions.
Benefits
- Dynamic startup environment with opportunities for rapid career growth.
- Collaborative culture that values innovation and creativity.
- Competitive salary and meaningful equity options.
- Comprehensive benefits package, including 401(k).
- Opportunities to travel for conferences, workshops, customer meetings, and team-building events.
Nebulock is an agentic threat hunting platform that autonomously surfaces behaviors, not just IOCs, from various data sources. Nebulock acts like a teammate: a 24/7 AI threat hunter that investigates hypotheses, reasons through telemetry, and learns from an environment.