Head of Channel-ExtraHop
What you need
- 10+ yrs in channel, alliances, or strategic partnerships
- 5+ yrs leading a strategic partner relationship end to end
- Track record building and scaling a channel partner program with sourced revenue
- Experience enabling a partner’s sales force to sell bundled offerings
- Working knowledge of cybersecurity, preferably NDR, MDR, SOC, or managed security
What you'll do
- Own the ExtraHop relationship and serve as primary liaison
- Enable ExtraHop teams to sell TENEX through packaging and training
- Drive joint pipeline via go-to-market planning and co-selling
- Lead program management for the ExtraHop partnership
- Report on partner-sourced pipeline, bookings, and program health
Head of Channel, ExtraHop
Revenue Department | On-site preferred: Kansas City, Sarasota, Scottsdale
Company Overview
TENEX is an AI-native, automation-first, built-for-scale Managed Detection and Response (MDR) provider. We are a force multiplier for defenders, helping organizations enhance their cybersecurity posture through advanced threat detection, rapid response, and continuous protection. Our team is composed of industry experts with deep experience in cybersecurity, automation and AI-driven solutions. Backed by leading investors, we are rapidly growing and seeking top talent to join our mission of revolutionizing the AI-Native MDR landscape.
We’re a fast growing startup backed by industry experts and top tier investors led by Crosspoint Capital Partners and also backed by Shield Capital, DTCP (formerly Deutsche Telekom Capital Partners), Deepwork Capital, and the Florida Opportunity Fund. Seed round led by Andreessen Horowitz (a16z). As an early employee, you’ll play a meaningful role in defining and building our culture. Get in on the ground floor. We’re a small but well-funded team that just raised a substantial round – joining now comes with limited risk and unlimited upside.
Culture is one of the most important things at TENEX.AI. Explore our culture deck at culture.tenex.ai to see how we embody it, prioritizing the irreplaceable collaboration and community of in-person work.
About the Opportunity
ExtraHop is one of TENEX’s most strategic technology partnerships. ExtraHop gives security teams deep visibility into network activity and flags threats other tools miss. TENEX turns those detections into action: our AI-native SOC investigates every alert, separates real threats from noise, and responds around the clock. Together, ExtraHop customers get complete, proactive security outcomes instead of another stream of alerts to work through.
As Head of Channel, ExtraHop, you are the single point of accountability for that partnership. You will enable ExtraHop’s teams to bring TENEX to their existing customers and to bundle TENEX into new ExtraHop deals. You own the relationship with ExtraHop’s field, partner, and executive teams, you run the channel motion that grows the joint footprint, and you run the program management that keeps delivery on track.
What the Partnership Delivers
For customers: more value from their ExtraHop investment, with faster response, less alert fatigue for lean security teams, and coverage nights and weekends.
For ExtraHop: stronger renewals, more outcomes for accounts, and a more proactive story than “we detect, you respond.”
For new ExtraHop buyers: one combined offer of network visibility plus a managed service to run it, which is an easier decision for organizations without a large in-house SOC.
What You’ll Do
Own the ExtraHop relationship. Serve as TENEX’s primary liaison to ExtraHop’s field leadership, partner, product, and executive stakeholders. Run joint business planning, QBRs, and executive alignment.
Enable ExtraHop’s teams to sell TENEX. Equip ExtraHop account teams and partners to position TENEX with their existing customers and to include it in new deals. Build the packaging, sales plays, talk tracks, and training that make the joint offer easy to sell.
Drive joint pipeline. Build and execute the go-to-market plan across ExtraHop’s installed base and new opportunities, including co-selling, account mapping, and pipeline generation, coordinating with the TENEX inside sales and outside sales teams.
Be the escalation point for shared customers. Maintain senior relationships across joint customers so they get consistent value, fast issue resolution, and a clear path to expansion.
Lead program management for the ExtraHop partnership. Own the cross-functional operating rhythm across Sales, SOC, Engineering, Customer Success, and Legal, including onboarding timelines, milestones, risk tracking, and reporting.
Run the ExtraHop initiative inside TENEX. Support the internal steering cadence for the initiative: prepare materials, track decisions and action items, and keep owners accountable. Track certification, integration, and partner-enablement requirements so TENEX stays qualified to sell and deliver alongside ExtraHop.
Build the playbook. Define the processes, enablement materials, and partner tooling that make the ExtraHop channel repeatable as the number of joint customers grows.
Report on performance. Track and communicate partner-sourced pipeline, bookings, attach rates, onboarding velocity, retention, and program health to TENEX leadership and ExtraHop counterparts. Your incentive plan is tied to ExtraHop partnership outcomes.
Coordinate joint GTM efforts. Serve as TENEX’s point person for joint marketing, events, and planning with ExtraHop and any other vendors involved in the combined offer.
Bring the market back to the product. Feed ExtraHop and joint-customer requirements into TENEX product, SOC, and engineering teams to strengthen the integration and shape the roadmap.
What You Bring
10+ years in channel, alliances, or strategic partnerships, with at least 5 years leading a strategic partner relationship end to end.
A track record of building and scaling a channel or technology partner program that delivered measurable sourced revenue.
Experience enabling a partner’s sales force to sell an attached or bundled offering, including plays, training, and incentives that drive adoption.
Strong program management skills. You’ve run complex, multi-stakeholder programs across internal teams and external partners, including steering committees and executive reporting.
Working knowledge of cybersecurity, preferably network detection and response (NDR), MDR, SOC, or managed security.
Bonus Points
Direct experience working with or inside ExtraHop, or another network security or detection vendor.
Experience co-selling a managed service alongside a security technology vendor.
Experience at an early-stage or high-growth startup building a channel function from scratch.
Exposure to AI-driven or automation-first security operations.
Education & Certifications
Bachelor’s degree in Business, Marketing, Information Systems, or a related field (or equivalent experience).
Relevant certifications such as PMP, Security+, Salesforce, or hyperscaler partner credentials are a plus.
Why Join Us?
Opportunity to own and scale one of TENEX’s flagship technology partnerships.
Collaborate with a talented and innovative team focused on continuously improving security operations.
Competitive salary and benefits package.
A culture of growth and development, with opportunities to expand your knowledge in AI, cybersecurity, and emerging technologies.
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About TENEX.AI
TENEX is a cybersecurity company leveraging advanced artificial intelligence and human expertise to transform enterprise security. Backed by Andreessen Horowitz (a16z) and Shield Capital, TENEX’s flagship offering is a next-generation Managed Detection and Response (MDR) service, transforming how organizations detect and respond to threats. With deep expertise in Google and Microsoft security ecosystems and state-of-the-art AI capabilities, TENEX empowers enterprises to enhance threat detection, agility, and resilience while maximizing the value of their security investments.
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