Director of Channel Programs

Location: Remote/US

Job Type: Full-Time

Experience Level: Director

About SPECTRA

SPECTRA is the first platform integrating cybersecurity and insurance markets. Our mission is to bring End-to-End cyber resilience to MSPs and their customers. The ecosystem is unique in that it is the first where cybersecurity vendors, Managed Service Providers and Insurers cooperate, sharing and accessing valuable risk data through the SPECTRA platform. We are seeking a strategic and experienced Channel Director to build and manage our channel partnerships.

Role Overview

Spectra is looking for a Channel Sales Director with 3+ years’ experience in:

• Selling cybersecurity tools and related solutions
• MSP/MSSP distribution channel

Key Responsibilities

The role will be responsible for establishing Spectra’s MSP sales and serve as the primary business leader for Spectra’s channel program. This will require to:

• Lead MSP Acquisition & Growth Strategy
• Conduct High-Impact Consultative Discovery Calls
• Build and Maintain a Strong MSP Pipeline
• Use Storytelling & Market Insights to Improve GTM Strategy
• Collaborate with GTM Teams and Leadership to Align Channel Strategy

Skills and Competencies

• Consultative Sales Approach: The candidate must act as a trusted advisor, leading a needs assessment rather than a hard sell. They should ask questions to uncover the MSP's and its clients' specific risks to continuously refine Spectra’s offering.
• Value-Driven Communication: The ability to move beyond technical jargon and demonstrate a clear Return on Investment (ROI). This includes explaining the SPECTRA Program across Certification, Assurance (warranties) and Insurability as a differentiator for MSPs and the value it delivers to their SMB customers.
• Strong Storytelling: Can use real-world anecdotes and case studies of cyber incidents to make abstract risks feel tangible and urgent for the MSP and their clients.
• Entrepreneurial Mindset: Proven ability to work as part of a lean team in an early-stage environment, comfortable “wearing multiple hats” and contributing across multiple business functions (sales, marketing, customer success, and product improvement) to support the organization’s growth.
• Adaptability and Resilience: The ability to work with different MSPs and their diverse client base.

Experience/Qualifications

• Cybersecurity Background: Experience or knowledge of core cybersecurity concepts and industry-recognized frameworks (NIST CSF, CIS Controls, ISO 27001, etc.)
• Risk Management Knowledge: Familiarity with common IT risks for SMBs, including ransomware, data breaches, and regulatory fines (e.g., HIPAA, CCPA).
• Education: Bachelor's degree preferred, particularly in business, technology, or a related field.
• Certifications: While not always required, certifications can demonstrate credibility. Relevant certifications include:
  • Technical: Certified Information Systems Security Professional (CISSP) or equivalent
• Exposure to insurance industry and/or MSP liabilities core concepts a benefit

Travel Requirements

• Regular travel to conferences (security, MSP), including co-marketing events with MSPs and security vendors.

What We Offer

• A unique opportunity to work in a fast-paced, high-growth startup, collaborating across the full cyber resilience ecosystem with respected leaders in cybersecurity, MSPs, and—on a smaller scale—brokers and insurers.
• A competitive compensation package for the right candidate, including equity, a generous compensation structure, and full benefits.

Ready to apply? Email your cover letter and resume CV to info@spectracyber.com.