Channel Sales Director

2 days ago

Melbourne, Victoria, Australia Tbwa ChiatDay Inc Full time
About the Role

We are seeking an experienced Channel Sales Director to join our team at ExtraHop. As a key member of our sales organization, you will be responsible for driving revenue growth through strategic partnerships with distributors and value-added resellers (VARs).

Your primary focus will be on identifying, recruiting, and developing new opportunities for generating direct sales or partnerships with resellers. You will manage distribution partners to identify and recruit new partners that match our ideal partner profile.

  • You will lead the business relationship with senior partner executives to understand their business, decision-making processes, marketing strategies, services, and financing models.
  • You will present and demonstrate our products to partners and their clients and prospects.
  • You will execute and evolve our Panorama Partner Program by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth.

Key Responsibilities:

  • Create crisp, regular reporting of channel sales, pipeline creation, marketing ROI, and partner-specific activity using Salesforce and Tableau.
  • Provide partner, customer, and competitor feedback and other field intelligence when relevant.
  • Prepare and implement strategic account plans for all partners and identify business growth opportunities.
  • Ensure sales and presales teams from ExtraHop and our partners are working together in the sales process around lead generation, deal registration, accurate forecasting, and tracking to goals established by their program tier.
  • Work closely with VADs, VARs, SIs, MSPs, and technology partners across the territory to grow the business.
  • Prepare and maintain an accurate channel sales forecast and deliver against KPIs for pipeline creation, new logos, and POC starts initiated via partners.

Requirements and Qualifications:

  • A proven security channel sales professional with 5+ years of experience in cybersecurity, network security, or SIEM.
  • Existing senior-level and field sales relationships within partners in the region, including their security solutions and/or business units.
  • Experience with systems integrators (SIs) and managed security service providers (MSSPs) is a major plus.
  • A track record of successfully developing channel partners that deliver partner-initiated opportunities and provide valuable consulting, support, and professional services that complement vendor solutions.
  • Demonstrated ability to secure meetings and buy-in with senior-level executives.
  • Solid understanding of cybersecurity and enterprise networking technologies.
  • Exceptional communication, organizational, and interpersonal skills.
  • Strong independent work ethic and experience working in a startup culture.
  • Demonstrated acumen to articulate a complex value proposition in a differentiated and compelling manner.
  • Four-year degree or equivalent in a related discipline, such as IT, computer science, business, or engineering.
  • Possible travel requirements up to 50% or more, subject to local COVID-19 restrictions.

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