Senior Channel Sales Manager
4 weeks ago
Duties and Responsibilities
This key position requires someone who is able to learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and industry trends. You are primarily responsible for increasing revenue in assigned regions/territories/districts through identifying, recruiting, and developing opportunities for generating direct sales or partnerships with resellers.
Manage Distribution Partners to identify, recruit & enable new Partners which match the ideal partner profile for ExtraHop Enable Partners who effectively resell ExtraHop solutions by identifying new opportunities via their sales teams, co-market with ExtraHop into their base of customers and prospects, lead call campaigns, hold in-person and Zoom client meetings, and other activities Lead the business relationship with senior Partner executives to understand their business, decision-making, marketing, services, and financing models Frequently present and demonstrate ExtraHop products to Partners as well as their clients and prospects Execute and contribute to the evolution the ExtraHop Panorama Partner Program by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth and Partner satisfaction Provide feedback and field intelligence from Partners, customers, and competitors Prepare and implement Channel Partner Plans for all Focus Partners that set goals, close gaps, 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, MSSPs, Technology Alliances, and other solution providers across the territory to grow our shared business Prepare and maintain an accurate channel sales forecast and deliver against Channel KPIs for bookings, pipeline creation, deal registrations, new logos, and POC starts that are Partner-initiated
Required Qualifications and Experience
A proven security channel sales professional (5+ years channels sales experience in Cyber Security / Network Security) Solid understanding of cybersecurity and enterprise networking technologies Experience with Channel Partners across Asia including ASEAN and South Korea Existing senior and field sales relationships within critical and relevant Partners across the region -- including their Security solutions and/or business units Experience with Systems Integrators (SIs) and Managed Security Service Providers (MSSPs) a major plus Track record of successfully developing Channel Partners that deliver Partner Initiated opportunities and deliver valuable consulting, support, and professional services that complement vendor solutions Demonstrated ability to secure meetings and buy-in with senior-level executives Exceptional communication, organizational, and interpersonal skills Strong independent work ethic and experience working in 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 (e.g., IT, computer science, business, engineering) Happy to travel 50% or more-
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