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CyberSheath · 1 month ago

Director of Channel Partnerships & Business Development

Reston, VA

Full-time

Onsite

Director/Executive

$150K/yr - $180K/yr

10+ years exp

CyberSheath Services International LLC is a rapidly growing Managed Services Provider focused on providing Cybersecurity services to the Defense Industrial Base. They are seeking a Director of Channel Partnerships & Business Development to lead all aspects of channel development, driving measurable pipeline, partner enablement, and revenue impact.

Information Technology

Responsibilities

Design, launch, and manage CyberSheath's channel program with distributors, resellers, system integrators, C3PAOs, and consultants supporting the Defense Industrial Base

Define partner tiers, incentives, and enablement frameworks that drive engagement and measurable ROI

Negotiate contracts, margin structures, and partnership terms to ensure mutual profitability and compliance

Develop and deliver partner training programs—both virtual and in-person—to ensure consistent positioning and sales execution

Personally perform training and enablement sessions across technical, compliance, and sales topics

Actively participate in co-selling and joint sales efforts to achieve shared pipeline and revenue goals

Be directly accountable for the number of qualified leads and closed opportunities generated through each partner, as well as ROI per partner relationship

Maintain executive-level relationships across top partners and C3PAOs

Represent CyberSheath at defense industry events, trade shows, and channel summits (approximately 50% travel)

Provide ongoing partner performance analysis and recommendations to optimize channel productivity

Stay informed on evolving CMMC, NIST 800-171, DFARS, and other defense compliance frameworks

Provide competitive intelligence and market insights to leadership to refine go-to-market strategy

Collaborate closely with marketing, delivery, and product teams to ensure channel alignment with corporate strategy

Qualification

Channel partnershipsBusiness developmentCybersecurity complianceTraining program developmentMicrosoft 365AzureNegotiation skillsExecutive communicationMarket insightsRelationship management

Required

Bachelor's degree in Business, Marketing, or a related field

10+ years in channel partnerships, strategic alliances, or business development, with at least five years selling to the Defense Industrial Base

Proven success building and scaling profitable channel programs with measurable ROI

Demonstrated ability to negotiate and manage contracts, design and deliver training, and drive revenue through partner ecosystems

Strong presentation and executive communication skills with the ability to influence internal and external stakeholders

Deep understanding of cybersecurity compliance and government contracting environments

Proficiency in Microsoft 365 and Azure (Commercial, GCC, GCC High)

Must have prior experience in government procurement, preferably in the Defense Industrial Base

Preferred

Strong preference for candidates that are based in the greater Washington, DC area

Company

CyberSheath

CyberSheath is one of the industry’s few one-stop cybersecurity compliance service providers, going beyond assessment and software licensing to solve the whole problem.

Founded in 2012

Reston, Virginia, USA

51-200 employees