Position: VP Channel Sales, Americas
Location: Remote

THE ROLE:
IGEL is seeking a transformational VP Channel Sales, Americas to lead the next phase of our channel growth strategy, expand our market reach, and build a high-performing partner ecosystem that accelerates new customer acquisition, enterprise expansion, and long-term revenue growth.
This is a strategic and hands-on executive leadership role responsible for transforming IGEL’s Americas channel organization from traditional partner relationship management into a proactive, security-led, pipeline-generating growth engine.
The successful candidate will bring deep executive relationships across the Americas partner ecosystem, including national and regional solution providers, cybersecurity-focused partners, distributors, system integrators, cloud providers, and strategic technology alliances.
A critical component of this role is expanding IGEL’s relevance within the cybersecurity partner ecosystem while strengthening our established position in End User Computing (EUC), digital workspace, and enterprise infrastructure.
The VP Channel Sales, Americas will lead the execution of IGEL’s evolving Go-to-Market (GTM) strategy, mobilizing partners around four strategic sales motions:

1. Adaptive Secure Desktop: Positioning IGEL as the trusted and governed endpoint foundation for secure workspace access across knowledge workers, frontline teams, and shared-device environments.
2. IT for OT: Establishing IGEL as a secure, centrally governed endpoint platform for operational environments across manufacturing, healthcare, logistics, energy, retail, and other industries.
3. New-Customer Business Continuity & Disaster Recovery (BC&DR): Leveraging IGEL’s endpoint resilience and recovery capabilities to create new customer opportunities, establish strategic security relationships, and accelerate new-logo pipeline generation.
4. BC&DR Expansion: Expanding IGEL’s footprint within existing enterprise customers across additional users, devices, locations, business units, and recovery use cases.

This leader must understand how partners make money, what motivates their executive and sales organizations, and how to translate IGEL’s value proposition into compelling, repeatable partner business opportunities.
The role requires an executive who can combine strategic vision with operational execution, personally engage partner leadership, build executive sponsorship, and develop scalable sales motions that produce measurable pipeline and revenue.
The VP Channel Sales, Americas will work closely with Americas Sales leadership, Global Alliances, Partner Marketing, Presales, Product, Customer Success, Sales Enablement, and Revenue Operations to ensure the channel becomes a central contributor to IGEL’s growth strategy.
We are looking for a leader who will lead from the front, activate relationships, challenge traditional channel approaches, and build the Americas channel organization required for IGEL’s next phase of growth. 1. Americas Channel Strategy and Transformation

• Own and execute the Americas Channel Sales strategy, aligned with IGEL’s corporate growth objectives and evolving GTM priorities.
• Transform the channel organization into a proactive, accountable growth engine focused on new customer acquisition, expansion, pipeline generation, and partner-led revenue.
• Develop and execute differentiated partner strategies across enterprise, healthcare, government, financial services, manufacturing, retail, transportation, hospitality, and other priority verticals.
• Define the appropriate partner coverage model across national solution providers, regional resellers, cybersecurity specialists, distribution, cloud partners, and system integrators.
• Establish clear partner segmentation, investment priorities, coverage models, and measurable performance expectations.
• Identify gaps in the current partner ecosystem and recruit new strategic partners that accelerate IGEL’s market expansion.
• Balance strategic planning with direct executive engagement and hands-on execution.

2. Strategic Partner Relationships and Executive Engagement

• Establish and expand executive-level relationships across IGEL’s priority partner ecosystem, including:
  
  
  • AHEAD
  • Presidio
  • CDW
  • WWT / Softchoice
  • Insight
  • SHI
  • Microsoft
  • AWS
  • Carahsoft
  • Exclusive Networks
  • Ingram Micro
  • Security-focused partners including GuidePoint Security, Optiv, ePlus, and other strategic cybersecurity solution providers.
• Build relationships across partner executive leadership, channel and sales leadership, security practices, technical organizations, portfolio management, and solution development teams.
• Develop strategic executive sponsorship and business plans with priority partners.
• Expand IGEL’s visibility and influence within partner cybersecurity, resilience, digital workspace, and infrastructure practices.
• Establish executive-to-executive engagement models that translate strategic alignment into field execution and measurable business results.
• Personally engage in critical partner relationships, strategic opportunities, and executive-level sales pursuits.

3. Security-Led Channel Development

• Build and execute a strategy to position IGEL within the broader cybersecurity partner ecosystem.
• Establish relationships with partner security practice leaders, CISOs, security architects, and security sales leadership.
• Position IGEL’s immutable endpoint operating system and preventative security approach as a complementary component of enterprise cybersecurity and Zero Trust-aligned architectures.
• Develop partner-led opportunities around endpoint security, cyber resilience, ransomware preparedness, and business continuity.
• Identify joint solution opportunities with cybersecurity vendors, managed security providers, and strategic security integrators.
• Build repeatable security-led sales motions that enable partners to introduce IGEL into new buying centers and enterprise accounts.
• Expand partner engagement beyond traditional EUC teams to include cybersecurity, infrastructure, risk management, and business resilience organizations.

4. Execute IGEL’s Four Strategic GTM Plays

• Translate IGEL’s four strategic sales motions into actionable partner GTM plans, with defined partner ownership, target accounts, vertical priorities, enablement, and measurable outcomes.
• Identify which partners are best positioned to execute each sales motion based on their customer relationships, industry expertise, technical capabilities, and commercial models.
• Develop repeatable partner plays incorporating customer targeting, sales messaging, technical validation, joint account planning, and opportunity development.
• Prioritize BC&DR as a strategic opportunity for accelerated new-logo pipeline generation.
• Establish clear partner engagement strategies for expanding IGEL within existing enterprise customers.
• Build differentiated motions for traditional EUC partners, cybersecurity specialists, regional solution providers, cloud partners, and distributors.
• Collaborate with Americas Sales leadership to align partner execution with enterprise account strategies and territory priorities.

5. Partner Economics, Monetization and Business Development

• Develop compelling partner value propositions that create measurable economic incentives to sell, deploy, manage, and support IGEL solutions.
• Build partner business plans incorporating resale opportunities, services revenue, solution integration, managed services, customer lifecycle opportunities, and expansion.
• Understand partner profitability models, practice economics, sales compensation incentives, and commercial decision-making.
• Collaborate with internal stakeholders to identify opportunities for partner-delivered services and recurring revenue.
• Develop repeatable business models that encourage partners to proactively generate demand rather than simply fulfill existing opportunities.
• Ensure strategic partners understand how IGEL contributes to their security, resilience, infrastructure, and digital workspace practices.

6. Pipeline Generation and Revenue Execution

• Own partner-sourced and partner-influenced pipeline development and channel revenue performance across the Americas.
• Establish joint account planning, territory alignment, demand generation, and co-selling programs with priority partners.
• Drive measurable new-logo pipeline generation through strategic partner relationships and repeatable GTM plays.
• Build partner engagement models that connect partner account executives, security specialists, solution architects, and IGEL sales teams.
• Establish consistent pipeline inspection, opportunity qualification, forecasting, and execution discipline.
• Collaborate with Partner Marketing on targeted campaigns, executive events, industry programs, and demand generation initiatives.
• Establish measurable targets for partner-sourced opportunities, pipeline conversion, revenue growth, and partner productivity.
• Leverage distribution and strategic alliances to increase market coverage and partner activation.

7. Channel Organization Leadership and Operational Excellence

• Lead, develop, and optimize the Americas Channel Sales organization.
• Assess organizational capabilities, partner coverage, resource allocation, and execution effectiveness.
• Build a high-performance culture focused on accountability, proactive business development, partner activation, and measurable results.
• Establish clear objectives, performance metrics, operating rhythms, and leadership expectations.
• Develop and mentor channel sales leaders and individual contributors.
• Work closely with Americas Sales, Presales, Partner Marketing, Enablement, Customer Success, and Revenue Operations to ensure coordinated execution.
• Implement scalable partner governance, business reviews, executive sponsorship, and performance management.
• Ensure the channel organization supports enterprise sales teams with effective partner engagement, account planning, and opportunity execution.

8. Executive Leadership and Cross-Functional Collaboration

• Serve as the senior Americas channel executive and a strategic member of IGEL’s global sales leadership organization.
• Provide the CRO and executive leadership team with clear visibility into partner strategy, pipeline, revenue performance, risks, and investment priorities.
• Collaborate with global channel and alliance leadership to align regional execution with corporate partner strategies.
• Influence cross-functional priorities involving partner programs, technical enablement, solution development, commercial models, and market expansion.
• Represent IGEL at strategic partner executive meetings, industry conferences, customer engagements, and leadership events.
• Bring market intelligence and partner feedback into IGEL’s GTM, product, and commercial planning processes.

FIRST 90 DAYS — LEADERSHIP EXPECTATIONS
The successful candidate will be expected to establish an actionable transformation plan and demonstrate early progress across the following priorities.
First 30 Days — Assess and Align

• Assess the Americas channel organization, current partner relationships, pipeline contribution, and execution capabilities.
• Evaluate existing partner coverage and identify strategic gaps across EUC, security, BC&DR, and priority verticals.
• Engage key IGEL sales leaders and strategic partner executives.
• Identify immediate opportunities to accelerate partner-sourced pipeline, particularly BC&DR new-logo opportunities.
• Develop an initial channel transformation roadmap aligned with corporate growth priorities.

Days 31–60 — Activate and Execute

• Establish executive engagement plans with priority partners.
• Identify partners best suited to IGEL’s four strategic sales motions.
• Launch initial joint account planning and pipeline generation activities.
• Develop actionable partner business plans with defined targets, ownership, and operating cadence.
• Recommend organizational, resource, and enablement changes needed to support execution.

Days 61–90 — Scale and Measure

• Operationalize priority partner GTM plays across selected partners and verticals.
• Demonstrate measurable partner engagement, opportunity creation, and pipeline progression.
• Establish channel performance dashboards, forecasting discipline, and executive business reviews.
• Present a 12-month Americas Channel Growth and Transformation Plan, including investment priorities, partner strategies, organizational requirements, and expected business outcomes.

Required Qualifications

• 15+ years of progressive leadership experience in Channel Sales, Strategic Alliances, Partner Business Development, or Enterprise Sales, including significant experience leading regional or national channel organizations.
• Proven success transforming partner ecosystems and building high-performing channel sales organizations.
• Established executive-level relationships across major Americas national solution providers, distributors, system integrators, and strategic technology partners.
• Demonstrated relationships and experience within the cybersecurity partner ecosystem, including security-focused solution providers, integrators, or security practices within major national partners.
• Proven ability to engage and influence partner executive leadership, sales leadership, technical leadership, and solution portfolio decision-makers.
• Strong understanding of partner economics, monetization strategies, services models, and partner sales incentives.
• Proven experience building repeatable partner-led pipeline generation, new customer acquisition, and co-selling programs.
• Demonstrated success developing strategic business plans that deliver measurable revenue growth and partner performance.
• Experience selling or developing channels for enterprise security, infrastructure, cloud, digital workspace, or business resilience solutions.
• Strong commercial acumen, including revenue accountability, forecasting, pipeline management, business planning, and operational execution.
• Demonstrated ability to lead organizational transformation, develop talent, and establish performance accountability.
• Strong executive presence, communication, negotiation, presentation, and relationship-building skills.
• Ability to operate strategically while remaining personally engaged in partner relationships, critical opportunities, and day-to-day execution.
• Ability to collaborate effectively across sales, marketing, technical, customer success, and operational teams.
• Willingness to travel throughout the Americas for strategic partner engagements, executive meetings, and industry events.

Preferred Qualifications

• Experience working with major cybersecurity vendors, security-focused integrators, or security practice organizations.
• Existing relationships with partners such as Presidio, AHEAD, WWT, CDW, SHI, Insight, GuidePoint Security, Optiv, ePlus, or similar organizations.
• Experience developing partner-led security, ransomware resilience, business continuity, or disaster recovery solutions.
• Familiarity with EUC, VDI, DaaS, endpoint operating systems, and modern digital workspace technologies.
• Understanding of Zero Trust architectures, endpoint security, and enterprise cyber resilience strategies.
• Experience building partner GTM programs across healthcare, financial services, government, manufacturing, retail, and other regulated or operationally complex industries.
• Experience working with hyperscalers, strategic OEMs, distribution, managed service providers, and global system integrators.
• Experience expanding a technology company’s channel ecosystem into new solution categories or enterprise buying centers.
• Bachelor’s degree or equivalent relevant experience; advanced degree preferred.

LEADERSHIP PROFILE
The ideal candidate is:
A Transformational Leader: Has demonstrated the ability to build and evolve channel organizations to support new market opportunities and accelerated growth.
A Relationship-Driven Executive: Brings established, credible relationships with partner executives and can mobilize those relationships to create business opportunities.
A Security-Minded Strategist: Understands the cybersecurity ecosystem and how IGEL can expand its relevance within enterprise security and resilience initiatives.
A Commercial Operator: Understands how partners make money and can translate strategic partnerships into repeatable revenue and pipeline generation.
A Hands-On Leader: Leads from the front, personally engages strategic partners, supports critical opportunities, and drives execution.
A Builder: Can develop teams, establish operating discipline, challenge existing approaches, and create scalable processes that support sustained growth.
An Accountable Executive: Measures success through partner activation, pipeline creation, revenue contribution, customer acquisition, and long-term partner performance.