About Xage

Cyberattacks on critical infrastructure, government, and private enterprises are at an all time high – and only growing more urgent by the day. Xage is a global leader in zero trust access and protection at the forefront of solving this pressing issue. We are pioneering a secure tomorrow by empowering organizations worldwide to connect anyone to anything, while delivering unparalleled defense against every cyber threat. 

We have built tremendous momentum across governments and commercial enterprises around the world, and it’s just the beginning. Recognized by Forbes as one of America’s Best Startup Employers, Xage prioritizes creativity, collaboration, and innovation in pursuit of our mission. We are headquartered in Palo Alto, CA and have global teams across North America, EMEA, and APJ .

We’re passionate about solving problems that have positive, real-world consequences for the lives of everyday people. We hope you’ll join us in the fight against cyberattacks and safeguarding critical infrastructure.

About the Role

As the Head of Channel Sales at Xage Security, you will play a critical role in driving revenue growth within your assigned region/territory. You will achieve this by identifying, recruiting, and developing high-impact partnerships with Value-Added Resellers (VARs), Large Account Resellers (LARs), system integrators, and distributors. Your efforts will ensure Xage partners effectively extend our sales team’s reach through comprehensive sales and technical training, demand generation marketing, and mutual business planning.

Partner Recruitment & Development: Identify and establish new partner relationships to penetrate new markets, with a focus on vertical and technology whitespace opportunities.

Sales Training & Enablement: Equip partners to successfully position and sell Xage Security solutions. Work closely with the Xage channel and sales teams to implement partner sales training initiatives, empowering partners to effectively identify and close opportunities.

Pipeline Growth & Management: Collaborate with partners to identify new sales opportunities, manage the pipeline, and accurately forecast bookings. Drive registration and tracking of opportunities, aligning with partner revenue goals.

Relationship Management: Cultivate strong relationships with partner leadership, sales, technical, and marketing teams, ensuring compliance with Xage’s channel requirements and fostering strong collaboration with Xage sales and technical resources.

Conflict Management: Mediate partner-related challenges with fairness and firmness, including deal registration, support contracts, and partner requirements, ensuring alignment with Xage’s policies.

Marketing & Demand Generation: Utilize Xage’s marketing resources to drive high-ROI demand generation activities. Oversee the management of channel marketing funds to maximize event success and partner engagement.

Account Mapping & Business Planning: Lead regular account mapping sessions with partners, focusing on net-new accounts and growth opportunities. Collaborate on strategic business plans, targeting new accounts, growth opportunities, and competency-building. Business plans serve as the basis for QBRs, updated quarterly.

Reporting & Special Projects: Participate in strategic initiatives and reporting as directed by channel leadership.

Strategic Influence & Internal Collaboration: Act as a trusted advisor to CRO, shaping and guiding partner activities. Garner internal sponsorship from cross-functional teams to support partner programs and foster incremental business.

Executive Presence: Demonstrate the ability to work with multiple executive roles, ensuring alignment and effective communication of Xage’s strategic priorities and partner performance metrics.

Metrics for Success: Achievement of quarterly channel business metrics, including Partner Initiated Opportunities (PIO), security and software attachment rates, net-new account generation, competitive takeout, and additional partner value-add metrics.

What you need to Succeed

• Bachelor’s or Master’s degree or equivalent in a relevant field.
• 10+ years of experience in technology sales with a focus on channel account management.
• Proven success in managing and developing partner relationships within a two-tiered channel model.
• Strong knowledge of enterprise security solutions, with experience in OT/PAM sales.
• Excellent communication, presentation, and relationship management skills.
• Ability to travel up to 60% of the time as required.
• High efficiency and organization, with strong time management capabilities.
• Advanced understanding of business strategy and acumen.
• Expertise in conflict management, ensuring fair resolution.
• Strong knowledge of security, enterprise networks, and applications.
• Ability to articulate complex technology concepts simply and persuasively.

Perks 

• Competitive salary and equity
• Full health, dental, vision insurance
• We will process visa transfers and immigration 
• Work with founders and executives closely and participate in all aspects of company building
• Early stage opportunity in a massive sized market with proven traction and growing rapidly

Recognition & Momentum

Xage Security has experienced explosive growth and received numerous awards and recognition, including:

• Named by Forbes one of America’s Best Startup Employers 2024
• $17 million contract awarded by U.S. Space Force’s Space Systems Command (SSC) to offer its zero trust access control 
• Named in Gartner research on Cyber-Physical Systems Protection Platforms, Zero Trust Network Access, Remote Privileged Access Management, and CPS Secure Remote Access
• Named in Forrester research on Operation Technology Security Solutions, and Microsegmentation Solutions
• Named a Gold winner for Identity & Access Security Solution in the 2024 American Business Awards
• Named a 25 Hottest Edge Security company by CRN 2023 
• Named a Top 10 Security Solution in the CRN Internet of Things 50 list 2024
• Named Industrial IoT Innovator of the Year in 2023 IoT Breakthrough Awards
• SC Awards “Best Identity Management Solution” finalist 2022 
• ISO 27001:2022, IEC 62443, and FIPS 140-2 Certified