Runlayer Channel Sales Leader at Runlayer responsible for building and scaling the channel sales motion end-to-end. Own the commercial lifecycle with cybersecurity resellers, VARs, and partners to drive partner-sourced revenue.
Responsibilities
As a Channel Sales Leader, you'll build a new revenue engine for Runlayer through the cybersecurity reseller, value-added reseller, and partner ecosystem. You'll own the channel motion end-to-end, from initial relationship development through commercial structure, enablement, and revenue realization.
Why You'll Thrive Here
Impact: You will open and scale an entirely new line of business for Runlayer. The channel is where some of the most strategic enterprise security buyers transact, and you are the person who unlocks it.
Excellence: You'll work directly with the VP of Go-to-Market, the CEO, and the Account Executive team to position Runlayer with the partners who already have deep relationships across the Fortune 500.
Ownership: You'll bring an established network of partner relationships, map the most influential resellers and VARs in the security ecosystem, structure the commercial and operational frameworks that make partnerships work, and represent Runlayer as the senior point of contact across the channel community.
Build the channel from the ground up. Define Runlayer's channel strategy, identify the partners that matter most, and stand up the relationships, programs, and processes that will scale.
Activate your network on day one. Use existing relationships across the cybersecurity reseller and VAR community to accelerate adoption of Runlayer and shorten the time to first revenue.
Map and prioritize the ecosystem. Identify which resellers, VARs, and partner organizations align with Runlayer's enterprise customer base and prioritize where to invest first.
Own the commercial relationship. Lead negotiations, structure partner agreements, and manage the full commercial lifecycle with each partner.
Educate partners on Runlayer. Equip partner-side sellers, solutions engineers, and account teams with the knowledge they need to position Runlayer effectively.
Drive partner-sourced revenue. Own the channel pipeline and revenue target, and report against it.
Facilitate introductions and co-selling motions. Bridge partner relationships into Runlayer's direct sales team to drive joint enterprise opportunities.
Qualification
Established channel experienceStrongCybersecurity ecosystem expertiseCommercial sophisticationHigh ownership and bias for actionBonus QualificationsExposure to AI infrastructure
Required
Established channel experience. Seven or more years of relevant professional experience, with significant time spent building or leading channel and partnership functions at a high-growth security or enterprise SaaS company.
Strong, active relationships. A deep and current network of relationships across the leading cybersecurity reseller and VAR community. References from partner-side contacts at top resellers carry significant weight.
Track record of building channel motions. Demonstrated success driving partner-sourced revenue at scale, ideally with experience taking a channel motion from zero to one inside a high-growth company.
Cybersecurity ecosystem expertise. Deep understanding of how the channel operates in cybersecurity, including the commercial structures, buyer dynamics, and partner motions that define the space.
Commercial sophistication. Experience structuring partner agreements, negotiating commercial terms, and operating with executive-level stakeholders on both the partner and customer side.
High ownership and bias for action. Comfortable operating in a fast-moving, early-stage environment without an established playbook. You'll build the playbook.
Strong communicator and relationship operator. Able to represent Runlayer at the executive level externally and partner cleanly internally with sales, product, and operations.
Bonus Qualifications
Experience at a top-tier cybersecurity company known for channel excellence.
Experience building channel motions at a portfolio company of a firm with a strong security-channel reputation.
Background that combines direct enterprise sales with channel leadership.
Exposure to AI infrastructure, MCP, or adjacent emerging categories.
