• 5+ years leading a global multi-channel indirect sales organization (scale of $300M+)
• Experience leading VP/Directors of sales/channel and with proven multi-level sales management experience
• A strong track record of building multi channel teams to exceed targets in the cybersecurity industry
• Excellent leadership skills with the ability to motivate and drive a multi channel team towards achieving exceptional results
• Proven track record in recruiting, developing and retaining top talent
• History of refining sales methodologies to indirect channel partners
• Recruiting/onboarding of new channel /alliance partners & optimizing performance of existing channel/alliance partners
• Deep understanding of the cybersecurity landscape with a focus on understanding how to leverage technology differentiators
• Exceptional communication and negotiation skills, with the ability to engage and influence stakeholders at all levels
• Analytical mindset, able to both see opportunity in the sales cycle but also gaps in the business plan
• A demonstrated personal history of winning competitive acquisitions
• Tech-savvy, with a passion for new technologies and up to date awareness of cyber security trends
• Demonstrated ability to collaborate and build win-win partnerships within an organization
• Willingness to travel internationally and adapt to different cultures and business practices
• Strong established relationships within the cyber security industry
• Highly organized and able to prioritize shifting responsibilities effectively
• At ease working in a high-pressure environment to deliver results
• Excellent knowledge of Salesforce and modern SaaS sales tools such as Gong, Clari, SalesLoft & Outreach
• Bachelor’s degree in Business, Marketing, or a related field
• Selling SaaS software in the security or IT infrastructure

Desirable

• The Senior Vice President, Partner Ecosystems is responsible for indirect go to market strategy, operations, and sales revenue globally and across geographic regions
• All partner-based routes to market are in scope, including Distribution, VARs, OEMs, Global Systems Integrators and Technology Alliance Partners
• The SVP will drive strategy and execution of programs to grow the partner network and is responsible for the programs and revenue across all partners
• The SVP is expected to lead the global partner team, and collaborate with sales, marketing, services, and partner training/enablement to build a fully integrated channel partner strategy and ecosystem
• This role is an executive level role that is a high impact, quota carrying sales management position that plays an integral role in the success of the overall field team and company
• Develop and execute a comprehensive Global Channel strategy to achieve and exceed revenue targets in designated territories
• Manage programs to maximize growth of partner originated and influenced revenue from across all channel partners
• Enhance playbook/processes to effectively recruit, grow & scale value-added partnerships globally with a focus on partners that can manager on-prem/perpetual sales as well as cloud/subscription sales
• Implement and refine sales automation tools and operational processes to increase efficiency and effectiveness of sales force
• Develop partner capabilities and knowledge on products and features
• Develop key sales metrics (overall bookings, ratio of bookings to sales cost, etc.)
• Lead, develop and expand a high-performing Global multi channel team, fostering a culture of success, accountability, and continuous improvement that delivers exceptional results and achieves revenue goals in all markets
• Establish strong relationships with key stakeholders, including partners, distributors, and customers, to enhance market penetration and customer satisfaction
• Collaborate closely with cross-functional teams, including sales, legal, sales operations, enablement, marketing, product, and customer success, to align strategies that drive growth and meet customer needs
• Provide accurate monthly and quarterly sales forecasts
• Identify and recommend business process improvements
• Understand how this function and team integrates into and impacts the rest of the organization and leverage resources and relationships to help enable success