Channel Leader
5 days ago
We are seeking an experienced leader to drive channel-led growth across the Asia Pacific & Japan region. This pivotal role requires a proven track record of building and scaling successful partner ecosystems, fostering executive-level relationships, and enabling partners to successfully position and sell cybersecurity solutions.
The ideal candidate will have a deep understanding of partner business models and associated commercial structures, as well as demonstrated success in driving revenue growth through channel go-to-market execution.
This role combines strategic planning, program execution, and operational excellence, ensuring alignment with global initiatives while tailoring approaches to regional market dynamics.
Key Responsibilities- Define and execute the channel strategy for APJ, aligned to ExtraHop's global go-to-market priorities.
- Drive revenue growth by expanding partner-sourced and partner-influenced opportunities across enterprise and public sector accounts.
- Identify and recruit new strategic partners, including resellers, distributors, and referral partners, to expand coverage and reach in priority markets.
- Build and manage executive-level relationships with key partners, driving joint business planning and long-term growth strategies.
- Localize and implement ExtraHop's global partner program in APJ, ensuring regional relevance and adoption.
- Collaborate with channel operations to track partner performance, compliance, and lifecycle engagement across the program.
- Partner with sales enablement and partner marketing to deliver impactful partner training, communications, and go-to-market campaigns.
- Develop customized sales programs with large partners to accelerate pipeline and revenue.
- Act as the voice of the partner in APJ, collaborating closely with regional sales, product management, marketing, legal, and finance teams.
- Work with global channel leadership to provide regional input on partner program design, measurement, and continuous improvement.
- Monitor competitive activity and industry trends to ensure ExtraHop's partner program maintains a differentiated and compelling value proposition.
- Provide regular reporting and analysis on partner contribution, pipeline, and revenue performance.
- Oversee partner incentives, MDF utilization, and deal registration integrity to maximize ROI.
- Ensure strong partner governance with consistent evaluation, process enhancements, and best-in-class partner experience.
- 10–15 years of progressive channel leadership experience in security, networking, or enterprise software.
- Proven track record of building and scaling successful partner ecosystems across Asia Pacific & Japan.
- Strong executive presence with experience engaging C-level stakeholders at both partners and customers.
- Deep understanding of partner business models (reseller, distributor, referral, MSP) and associated commercial structures.
- Demonstrated success in driving revenue growth through channel go-to-market execution.
- Excellent leadership, communication, and interpersonal skills with ability to influence cross-functionally and globally.
- Self-starter with ability to thrive in a high-growth, fast-paced environment.
- Health, Dental, and Vision Benefits.
- Flexible PTO, Sick Time, Holidays + 3 Days of Paid Volunteer Time.
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan.
- FSA and Dependent Care Accounts + Employee Assistance Program.
- Educational Reimbursement.
- 401k with Employer Match or Pension where applicable.
- Hybrid and Remote Work Model.
Join us in our mission to empower enterprises to stay ahead of evolving threats.
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