Director, Channel Sales

Summary

Join Deepwatch's team of cybersecurity professionals as a Director, Channel Sales. Develop and lead a strategy to expand the channel partner program, manage a channel sales team, and drive new revenue growth. Work closely with Deepwatch leadership and play a strategic role in aligning with key revenue objectives. The ideal candidate will thrive in a fast-paced environment, be passionate about selling innovative solutions, and be willing to travel frequently. This role involves developing and executing channel programs, leading a team, creating channel strategy, driving revenue bookings, and positioning Deepwatch's value proposition. You will also need to understand partners' business models and work with Deepwatch sales teams to drive pipeline and new revenue.

Requirements

• Leverage a consultative relationship approach to evangelize Deepwatch value at all levels within the partner organization and increase/maintain mindshare ongoing
• Leverage exceptional communications skills to lead business and technical presentations, demonstrations and conversations with C-level audiences across major accounts and partners
• Effectively manage multiple opportunities in a methodical and disciplined manner
• Attend industry trade shows and security related conferences in support of activities
• Set and manage expectations with senior stakeholders and team members
• Research and position Deepwatch’s MDR solutions versus competitors
• Provide input into overall company strategy and product roadmap
• Work closely with Marketing teams to design and implement promotions, campaigns and awareness
• Have a Bachelor’s degree or Master’s equivalent experience
• Have 7+ years sales experience in information security software or services
• Can demonstrate knowledge and experience working with a range of GTM reseller partners (varies by region)
• Demonstrate a proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth
• Own a successful track record managing a team of channel sales professionals
• Have a fundamental understanding of Managed Security Services business model, value proposition, and competitive landscape
• Are comfortable selling value versus price with proven experience in selling complex solutions and large deals to senior executives
• Are highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required
• Have excellent communications skills and ability to interact with partners, executives, and customers on a daily basis
• Are proactive, analytical, and results oriented
• Have the ability to work independently, establish priorities and demonstrate good judgment - proactively seeks feedback and input
• Are smart, analytical (with attention to details), creative, driven and with a get-it-done attitude
• Are willing and able to travel extensively (often with short notice)
• Be interested in and able to work remotely from a home office when not at a corporate office
• Pass a pre-employment background in accordance with applicable laws

Responsibilities

• Take a leading role to develop, manage, and execute channel programs with a focus on partner recruitment, onboarding, enablement, engagement and ongoing measurement
• Lead a team of Regional Partner Managers and Channel Account Managers, with a strong focus on driving defined revenue objectives
• Create and drive overall channel strategy and prioritization plan for coverage area
• Drive consistent and predictable channel revenue bookings through joint business planning and ongoing partner engagement
• Take on a revenue quota for channel sales results with the goal of establishing a long-term, repeatable framework that will drive consistent and predictable revenue
• Effectively position Deepwatch value proposition and program elements within the channel ecosystem to maximize partner success
• Understand the partners intimately - business models, services capabilities, cross-organizational relationships, compensation models, what motivates them, marketing strategies, etc. to ensure optimal GTM alignment and drive commitment to an ever-expanding and deepening relationship
• Develop deep understanding of Deepwatch capabilities and services offerings to best support and enable our partners
• Work effectively with Deepwatch sales teams across regions to drive pipeline and new revenue through the successful positioning and sale of Managed Security Services
• Execute against business plans and make quick adjustments both tactically and strategically to serve both Deepwatch and our partner ecosystem
• Formulate, implement and review nurturing and growth programs
• Exceed quarterly results for sales bookings
• Develop and present regular metrics reporting by partner
• Set and manage expectations with senior stakeholders, channel partners, and team members
• Play an active role in driving growth in a winning, team oriented, hyper-responsive culture
• Perform other duties as assigned by Senior Leadership
• Serve as a role model of Deepwatch’s Core Values, and coaches and encourages others to model these values
• Embody the Deepwatch Leadership Attributes of ownership, delivering results, hiring & developing the best talent in the industry, having backbone and ability to disagree and then commit, and earning trust

Preferred Qualifications

• Have experience and/or knowledge of Deepwatch SIEM, EDR, and VM technologies and Deepwatch alliance partners (i.e. Splunk, SentinelOne, Crowdstrike, Tenable, PAN, etc.)
• Possess channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach
• Possess experience developing and implementing marketing campaigns and initiatives
• Possess a good grasp of the MSS competitive landscape
• Understand MITRE Att&ck and NIST cybersecurity frameworks

Benefits

• Medical, dental, vision, and disability insurance
• Flexible Time Off (FTO), 9 company holidays, sick leave and 8-Weeks Paid Parental Leave
• Unique professional development benefits, starting at $3,000 annually
• Wellness contests and monthly educational programs
• 401(K) retirement program with employer match