Job Title:
Vice President, Global Channel Sales

Role Overview:
Reporting to the Chief Revenue Officer, the Vice President, Global Channel Sales will work closely with Regional Sales Leadership, Product Management, Product Marketing and other key stakeholders to develop and execute global strategies that drive revenue through multiple sales channels and partnerships. You will transform our channel strategy to promote net new customer acquisition while securing current partners opportunities that provide enhanced value to our existing customers.

Your channel GTM routes will include distribution, reseller, systems integrators and Managed Service Providers. Your proven success in creating and scaling partnerships globally, driving revenue with partners, establishing partner deal sourcing models, and enabling partners enables you to be successful in this role. You will structure and lead a global channel sales global team to fully deliver sales targets that align to revenue and margin goals.

About the Role

• Lead a global team of exceptional channel sales and programs professionals across North America, LTAM, EMEA, India, and Asia Pacific/Japan to execute a world class channel sales mission.
• Evaluate, create and execute our next-generation channel strategy and global program framework by partnering with sales and business unit leaders.
• Refine the existing channel program to align with our strategic go-to-market growth plans.

• Develop new strategic partnership opportunities while scaling existing channel opportunities.
• Work cross functionally with internal stakeholders and external partners and customers to gain support for transformational program initiatives.
• Partner closely with regional and in country sales teams to deliver quarterly and annual sales targets.
• Work cross functionally with Engineering, Product Management, Product Marketing and Customer Success to develop solutions that address the needs of channel partners and customers to improve selling opportunities.
• Develop KPIs and OKRs that measure and monitor the value of channel programs and relationships, and track execution toward those success metrics.

About You

• 7+ years of leadership in channel and partner sales, with the most recent 4 years in a global sales leadership role. Ideally, your sales career should include a history in developing global channel sales programs within the security, SaaS, PaaS or IaaS space.
• Strong experience in developing channel sales strategies that have referenceable impact on growth, ARR and revenue.
• Well known personal brand in the channel partner community.
• Demonstrated expertise in strategic partnership structure and enablement.
• A hands-on approach to enabling our partners and working deals.
• Extensive depth of understanding of the global market landscape of channel partners, systems Integrators and managed services providers.
• Strong business insight, financial acumen (business case and ROI) and technical depth with proven ability to work with innovative and evolving technologies.
• Deep knowledge of sales methodologies (value selling and MEDDPICC) and history of transforming channel sales organizations into successful selling organizations that are disciplined and structured around selling processes.
• Experience with relevant technologies: Software as a Service (SaaS), Cybersecurity, Data Management and Networking.
• Passion to present and articulate value proposition across the sales organization and channel community.

Base Pay Range: $175,000 - $200,000 - $225,000. Actual base pay within this range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include annual bonuses and long-term incentives, subject to various metrics and company policy.

Company Benefits:

We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Pension and Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement