Channel Sales Manager

Summary

Join ExtraHop's growing Sales team and contribute to the success of our market-leading Network Security Analytics platform. This key role focuses on increasing revenue through channel sales, managing distribution partners, and developing new opportunities. You will be responsible for identifying, recruiting, and enabling partners, leading business relationships with senior executives, and presenting ExtraHop products. The position requires a proven track record in security channel sales, strong relationships within partner networks, and a deep understanding of cybersecurity technologies. ExtraHop offers a competitive compensation package, including a base salary, commission, and various benefits.

Requirements

• A proven security channel sales professional (5+ years channels sales experience in Cyber Security, Network Security or SIEM)
• Existing senior level and field sales relationships within Partners in the region -- including their Security solutions and/or business units
• 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
• Solid understanding of cybersecurity and enterprise networking technologies
• 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 (barring local COVID-19 restrictions)

Responsibilities

• Learn and maintain in-depth knowledge of ExtraHop’s products, technologies, competitive products, and industry trends
• Increase 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, that match the ideal partner profile for ExtraHop
• Identify new VAR / SI Partners to effectively resell and service ExtraHop solutions by identifying new opportunities with their sales teams, co-marketing ExtraHop to their customers and prospects, leading call campaigns, face-to-face field 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 and their clients and prospects
• Execute and help evolve our Panorama Partner Program by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth
• Create crisp, regular reporting of Channel Sales, Pipeline Create, Marketing ROI, and Partner-specific activity using SFDC and Tableau
• Provide Partner, customer, and competitor feedback and other field intelligence when relevant
• Prepare and implement strategic account plans for all Partners 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, MSPs, and Technology Partners across the territory to grow the business
• Prepare and maintain an accurate channel sales forecast and deliver against KPIs for pipeline creation, new logos, and POC (Proof of Concept) starts initiated via Partners

Preferred Qualifications

Experience with Systems Integrators (SIs) and Managed Security Service Providers (MSSPs)

Benefits

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal 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 + EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)
• Hybrid and Remote Work Model
• The base salary for this role is $120,000-$130,000. Commission is 50% of On-Target-Earnings