Director of Channel

About the Role

We’re looking for a hands-on, founding Director of Channel to build Orion’s channel motion from the ground up. This role is highly execution-focused in the first 12–18 months, working closely with sales to drive real enterprise pipeline and revenue through a small set of high-impact security partners.

Key Responsibilities

• Build and execute Orion’s channel strategy from near zero
• Recruit, enable, and co-sell with regional and national security VARs
• Drive partner-sourced and partner-influenced enterprise pipeline
• Develop the initial partner playbook and rules of engagement with AEs
• Work closely with direct sales to win enterprise deals

What You’ll Bring

• 7+ years in B2B go-to-market roles, with significant channel experience
• 3+ years in cybersecurity
• Proven experience building or scaling a channel motion that generated revenue
• Strong familiarity with North American security VARs and specialist partners
• Hands-on mindset and comfort operating in early-stage environments
• Willingness to travel for partner meetings and field work