VP, Channel Partnerships

Censys knows the internet and cloud better than anyone else. Attack Surface Management provides customers with an attacker-centric view of all externally facing internet and cloud to extend visibility, prioritize, and remediate the most critical risk exposures that will actually lead to a breach. Our daily IPv4 scans and the world’s largest SSL/TLS Certificate database enables customers with the most accurate and continuously updated attack surfaces. Enterprise security teams leverage Censys to keep pace with the speed of the business and gain an advantage on the rapidly evolving cyber-attack threats.

We are a rapidly growing cyber security company with roots in Ann Arbor, Michigan and employees located around the world. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. We welcome healthy debate, constructive conversations, and outside-the-box thinking to ensure we are moving fast, learning things, and iterating quickly. 

Role Summary:

As VP of Channel, you will create and support a channel partner program by developing strong relationships with global systems integrators (GSIs), value added resellers (VARs), distributors, and other relevant ecosystem partners to help reach Censys North American commercial revenue and growth goals.

Reporting to the Chief Revenue Officer, you will work closely with subject matter experts across Censys to support successful communication and execution of Censys’s mission. You will collaborate closely with the relevant go-to-market (GTM) teams, increasing the partner sales pipeline, improving the lead-to-sale conversion rate, and ultimately increasing the number of Censys purchasing customers for both data and ASM products. You will play an instrumental role in helping build and develop the Censys Channel Partner team.

What you’ll do:

• Own the creation and execution of a channel partner strategy in North America 
• Identify target partners that can effectively integrate, promote, and refer Censys
• Develop and manage a pipeline of prospective partners, coordinating outreach, facilitating contract negotiations, and converting into partners and/or clients
• Contribute to and manage channel lead generation strategy 
• Coordinate and collaborate with internal sales, account management, and marketing teams to ensure channel partnerships are supported with assets, collateral, and training
• Understand the unique problems and challenges of partners and identify ways that Censys can be positioned as a solution

What you’ll bring:

• 10+ years of channel experience, specifically in developing and executing a channel partnership strategy for a SaaS product
• Bachelor’s degree in Communications, Marketing, another related field, or combined experience
• Proven track record of hitting and exceeding revenue targets
• Strong desire to build strong long-lasting relationships with GSIs, VARs, distributors, and other relevant ecosystem partners
• Experience working in a fast-paced, high-growth environment
• Analytical mindset and enjoys using data to deliver insights, drive strategy and focus activities
• Collaborative nature, strong attention to detail, excellent communication skills
• Cybersecurity experience a plus

The compensation range for this role is between $300,000 and $350,000 on target earnings per year with benefits and equity.

We are located in Ann Arbor, Michigan, however we are open to hiring this position fully remote, with travel opportunities to meet customers and connect with colleagues.

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they feel they meet every qualification. At Censys we are dedicated to building a diverse, inclusive, and authentic workplace - so if you're excited about this role but your past experience doesn't align perfectly with every listed requirement in the job description, we encourage you to apply anyways. You may be exactly who we need to fill this role or others! 

We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.