Channel Sales Director

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space.

Position:

The Channel Sales Director role is responsible for developing, managing, and scaling strategic relationships with Value-Added Resellers (VARs) across the United States to drive revenue growth, market expansion, and customer success for RegScale.

This role serves as the primary business owner of the VAR ecosystem, ensuring partners are enabled, motivated, and aligned to effectively position and sell RegScale solutions that bridge the gap between security, risk, and compliance.

The ideal candidate blends channel sales expertise, existing channel relationships, cybersecurity/GRC domain knowledge, and strategic partner development experience.

Key Responsibilities:

• VAR Recruitment and Territory Coverage

• Identify, recruit, and onboard high-potential VARs across key U.S. regions.

• Target cybersecurity, compliance, audit, MSP, and advisory-focused resellers aligned to GRC buyer personas (CISO, CRO, CIO, CFO, Compliance Officer).

• Develop geographic and vertical coverage strategy (Financial Services, Healthcare, Government, Manufacturing, Higher Ed, etc.).

• Conduct due diligence on partner business models, services capabilities, and go-to-market fit.

• Revenue Growth & Pipeline Development

• Own channel-sourced and channel-influenced revenue targets.

• Build joint business plans (JBPs) with strategic VARs.

• Drive co-selling motions between VAR account teams and internal sales teams.

• Develop and manage pipeline visibility, forecasting, and deal registration processes.

• Increase average deal size through bundling RegScale platform + advisory services.

• Partner Enablement & Certification

• Lead onboarding and enablement programs to ensure VARs can position RegScale solutions effectively, demo the platform, conduct discovery around risk and compliance pain points

• Develop certification tracks

• Host quarterly partner training sessions and regional roadshows.

• Own monthly/quarterly partner leader operating cadence

• Manage partner contracts, incentives, MDF, and discount structures.

Required Skills:

• 5+ years in channel sales or partner management (preferably SaaS, cybersecurity, or GRC).

• Proven experience managing national VAR ecosystems.

• Familiarity with enterprise buying cycles.

• Ability to work cross-functionally and influence internal teams.

• Strong executive communication and negotiation skills.

• Willingness to travel nationally (25–50%).

Preferred Skills:

• Experience working with partners selling into regulated industries.

• Strong understanding of compliance frameworks (SOC 2, ISO 27001, NIST CSF, HIPAA, PCI DSS).

Education/Training, Qualifications, and Certification:

• Bachelor’s degree in Business, Marketing, Finance, Information Systems, Cybersecurity, or related field

• OR equivalent professional experience in channel sales or cybersecurity