Director, Channel CTO Americas

About the Role

The Director, Channel CTO is the senior technical leader for channel and alliance strategy, guiding the technical direction behind joint solutions and partner-led revenue motions. Operating across architecture, product strategy, and field execution, this role ensures partner offerings align to a unified platform vision focused on data protection, resilience, security, and AI readiness. The position carries high autonomy and direct influence on pipeline, deal quality, and revenue outcomes

What You’ll Do

Ecosystem & Alliance Technical Strategy 

• Participate in defining, publishing, and governing a Channel and Alliance Reference Architecture aligned to platform strategy, alliance GTM motions, and priority industry use cases. 

• Work at senior executive and architectural levels within Key Enterprise Alliances to influence joint GTM offerings spanning data protection, cyber resilience, and data curation required for AI and advanced analytics. 

• Partner closely with Product Management and Product Strategy to ensure alliance architectures and GTM offerings align with roadmap direction, platform investments, and long-term strategy. 
• Ensure alliance solutions reinforce a coherent platform direction rather than fragmenting customer adoption. 

Executive-Level Partner, Customer & Internal Engagement 

• Serve as a trusted technical peer to senior leaders within alliance partners and key enterprise customers. 

• Lead executive-level technical discussions that connect architectural decisions to risk management, resilience, compliance, AI readiness, and business outcomes. 

• Act as a senior internal connector across Sales, Product, Engineering, Systems Engineering, and Alliances, ensuring alignment between market demand, product direction, and field execution. 
• Represent the company in joint roadmap discussions, executive reviews, analyst briefings, and industry forums alongside partners. 

Alliance Solution Development, GTM Execution & Revenue Impact 

• Work with partners and internal teams to develop and refine joint solutions that are practical, repeatable, and aligned to customer buying motions. 

• Translate partner capabilities into clear solution definitions, including architecture guidance, use cases, and field positioning. 

• Support the creation of enablement assets such as reference architectures, demonstrations, PoVs, and field guidance. 

• Own measurable GTM impact, including influence on pipeline, deal velocity, attach rates, and revenue quality across partner-led opportunities. 

• Partner with Sales leadership to prioritize investments and technical focus areas that directly support revenue goals. 

Technical Standards, Enablement & Governance 

• Define technical standards, architectural patterns, and quality expectations for partners and alliances. 

• Work closely within the Systems Engineering, Product, and Alliance teams to maintain consistent technical messaging and execution across direct, channel, and alliance motions. 

• Support ongoing partner capability development in areas such as security-by-design, ransomware recovery, data governance, and AI-ready architectures. 

• Balance architectural rigor with practical GTM execution and sales velocity. 

Forward-Looking Innovation, Risk & Market Leadership 

• Identify emerging partner and alliance opportunities related to AI governance, cyber recovery, data intelligence, and platform convergence. 

• Guide partners and internal teams on architectural readiness for evolving risks, including regulatory change and AI-driven threat models. 

• Provide ecosystem and customer insight to influence Product Management and Product Strategy decisions. 

• Anticipate market shifts and ensure alliance strategies remain relevant as customer expectations and buying patterns evolve. 

Data Resilience, AI & DSPM Context 

At this level, the Channel CTO is expected to demonstrate strong command of data resilience strategy and solid AI literacy as it applies to enterprise ecosystems and GTM execution. 

This includes understanding: 

• How DSPM (Data Security Posture Management) supports data discovery, classification, and risk visibility across alliance-integrated environments 

• The relationship between data protection, data curation, governance, and AI model integrity 

• Why trusted, resilient, and well-governed data is foundational to responsible AI adoption, regulatory compliance, and long-term revenue confidence] 

• While not a hands-on role, this position requires the ability to guide architectural decisions, challenge assumptions, and align product and GTM strategy at senior levels. 

What You’ll Bring

• 15+ years of experience in enterprise architecture, systems engineering, platform strategy, or ecosystem-focused technical leadership. 

• Demonstrated success influencing outcomes across highly matrixed organizations, including Sales, Product Management, Product Strategy, Channel, and Key Enterprise Alliances. 

• Proven experience shaping joint GTM offerings and owning revenue impact in partnership with sales leadership. 

• Strong background in data platforms, security, resilience architectures, and cloud-native ecosystems. 

• Executive-level communication skills with experience engaging C-level partner and customer stakeholders. 

• Ability to operate effectively in ambiguous environments where architectural and GTM decisions carry long-term impact. 
• Willingness to travel 50–70%, as required.