Channel Sales Manager

**About Netskope**: Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security. **The Opportunity**: Netskope is seeking a highly motivated and experienced MSP Channel Manager to join our dynamic team in the ANZ Region. This is a strategic role responsible for recruiting, enabling, and growing Netskope's Managed Service Provider (MSP) partner ecosystem. You will play a crucial role in driving revenue growth through our MSP partners, helping them expand their service offerings and deliver the power of Netskope's Security Service Edge (SSE) and Secure Access Service Edge (SASE) solutions to their end customers. If you are a results-oriented channel professional with a passion for cloud security and a proven track record of success in the MSP space, we want to hear from you **Key Responsibilities**: - **MSP Recruitment & Onboarding**: Identify, recruit, and onboard new MSP partners that align with Netskope's strategic goals and market needs. This includes developing and presenting compelling value propositions, conducting initial training, and guiding partners through the onboarding process. - **Partner Enablement & Development**: Develop and execute comprehensive enablement plans for MSPs, including product training, sales training, technical accreditation (e.g., implementation and support tracks), and go-to-market strategies. Ensure partners are fully equipped to sell, deploy, and support Netskope solutions. - **Business Planning & Growth**: Collaborate with MSP partners to develop joint business plans, define clear revenue targets, and identify new opportunities for growth. Work closely with Netskope Regional Sales Managers and sales leadership to integrate MSPs into regional sales strategies. - **Relationship Management**: Build and maintain strong, executive-level relationships with key stakeholders within MSP organizations. Act as the primary liaison between Netskope and your assigned MSP partners. - **Deal Registration & Pipeline Management**: Drive deal registration and manage the sales pipeline with MSP partners, ensuring effective forecasting and closure of opportunities. Facilitate non-standard pricing and spiff payments as needed. - **Joint Marketing & Demand Generation**: Work with Netskope and partner marketing teams to develop and execute joint marketing campaigns, demand generation activities, and events to drive leads and pipeline for MSPs. - **Competitive Intelligence**: Possess in-depth knowledge of key competitors and effectively articulate Netskope's advantageous position to both partners and end-users. - **Program Enhancement**: Contribute to the continuous improvement of Netskope's MSP program by identifying gaps, proposing enhancements to tools and processes, and sharing best practices. - **Reporting & Analysis**: Monitor and report on MSP performance against agreed-upon metrics, providing regular updates to Netskope leadership. This is an individual contributor role, we need a high energy, dynamic individual that can think strategically and deliver/execute. You will have proven experience at building managed service/productised solutions with Tier 1 partners across Asia/ANZ and be open to collaborating with the global team on building out MSP offerings and programs as well as coordinating with the broader channel team on strategic opportunities. **Required Skills & Experience**: - 5+ years of successful channel sales or channel management experience, with a significant focus on Managed Service Providers (MSPs) within the cybersecurity, networking, or cloud technology space. - Proven track record of exceeding revenue quotas and driving partner-led sales growth. - Strong understanding of the MSP business model and how security solutions fit into their service offerings. - Demonstrated ability to recruit, enable, and manage a portfolio of high-performing MSP partners. - Excellent communication, presentation, and interpersonal skills, with the ability to build rapport and influence at all levels. - Strong business acumen and strategic thinking, with the ability to develop and execute complex channel plans. - Self-motivated, proactive, and results-oriented with a "hunter" mentality. - Ability to work collaboratively in a fast-paced, matrixed environment. - Willingness to travel frequently within the assigned region/territory (up to 60% or as required) LI-CS1 Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expre