Area Vice President, Channel Sales- APJ

Overview

ExtraHop is reinventing Network Detection and Response (NDR) to help enterprises and organizations stay ahead of emerging threats with unmatched network visibility, context, and control.

Today’s attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exit whenever they want. All of that movement is visible on the network if you can see it.

By combining NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, ExtraHop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to the SOC to detect, investigate, and remediate modern cyber risks in real time.

Position Summary

The Channels Leader for Asia Pacific & Japan (APJ) is responsible for driving channel-led growth across the region, owning the development and execution of ExtraHop’s partner strategy. This pivotal role requires a proven leader who can scale partner ecosystems, foster executive-level relationships, and enable partners to successfully position and sell ExtraHop’s cybersecurity solutions. The 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.

Program Development & Enablement

• 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.

Cross-Functional Leadership

• 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.

Operations & Governance

• 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.

Required Qualifications

• 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.

About ExtraHop

ExtraHop empowers enterprises to stay ahead of evolving threats with the most comprehensive approach to network detection and response (NDR). Since 2007, the company has helped organizations across the globe extract real-time insights from their hybrid networks with the most in-depth network telemetry.

ExtraHop NDR uniquely integrates network threat detection, network performance management (NPM), intrusion detection (IDS), and packet forensics into a single console with 100GB+ sensors, real-time decryption, and cloud-scale machine learning — delivering complete network visibility, unmatched context for data-driven security decisions, and improved SOC productivity.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team . We are the only NDR vendor recognized as a leader by all major analyst firms including the 2024 Gartner Magic Quadrant for Network Detection and Response, the 2023 Forrester Wave for Network Analysis and Visibility, the 2024 IDC Marketscape for NDR, and the 2024 Gigamon Radar Report for Network Detection and Response.

Benefits

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time, Holidays (US Only) + 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

Our people are our most important competitive advantage. Join the fight today

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