VP Channel Sales, Americas

About this role

Position: VP Channel Sales, Americas
Location: Remote

THE ROLE:
IGEL is seeking a commercially driven, transformational VP Channel Sales, Americas to accelerate growth by transforming its partner ecosystem into a proactive engine for new-customer acquisition, enterprise expansion, and measurable revenue growth.
This executive will lead IGEL’s Americas channel strategy, building on the company’s position in End User Computing (EUC) and secure digital workspaces while expanding its reach across cybersecurity, cyber resilience, and business continuity and disaster recovery (BC&DR).
The successful candidate will bring established executive relationships across leading national solution providers, cybersecurity specialists, distributors, and strategic technology partners. Equally important, they will know how to mobilize those relationships into joint go-to-market programs, partner-sourced pipeline, and repeatable revenue opportunities.
Reporting to the Chief Revenue Officer, this leader will collaborate with Americas Sales, Global Alliances, Partner Marketing, Presales, Product, Customer Success, Sales Enablement, and Revenue Operations to execute four strategic growth motions:

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Adaptive Secure Desktop: Positioning IGEL as the trusted, governed endpoint foundation for secure workspace access across knowledge workers, frontline teams, and shared-device environments.

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IT for OT: Establishing IGEL as a secure, centrally governed endpoint platform for operational environments across manufacturing, healthcare, logistics, energy, retail, and other industries.

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BC&DR New-Customer Acquisition: Leveraging IGEL’s endpoint resilience and recovery capabilities to establish new customer relationships, engage security stakeholders, and accelerate new-logo pipeline generation.

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BC&DR Enterprise Expansion: Expanding IGEL’s footprint within existing enterprise customers across additional users, devices, locations, business units, and recovery use cases.

This is a hands-on executive leadership opportunity for a channel leader who combines strategic vision, cybersecurity market credibility, strong commercial judgment, and the ability to turn partner relationships into measurable business outcomes.

EXPERIENCE AND QUALIFICATIONS
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 solution providers, distributors, systems integrators, or strategic technology partners.

• Demonstrated 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.

• Demonstrated success building repeatable partner-led pipeline generation, new-customer acquisition, and co-selling programs.

• Experience 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 national solution providers, cybersecurity partners, distributors, or systems integrators within IGEL’s target ecosystem.

• 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 go-to-market 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 systems 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.

TASK AND RESPONSIBILITIES
1. Americas Channel Strategy and Transformation

• Own and execute the Americas Channel Sales strategy in alignment with IGEL’s corporate growth objectives and go-to-market priorities.

• Transform the channel organization into a proactive growth engine focused on new-customer acquisition, partner-sourced pipeline, enterprise expansion, and revenue performance.

• Establish differentiated partner coverage strategies across national…