Director of Channel Sales

Summary

Join DataDome as the Director of Channel Sales and scale our global channel function, reporting to the Chief Marketing Officer & Alliance Leader. You will be responsible for generating and executing the channel pipeline target, building a scalable partner program, managing partner relationships, and forecasting revenue. This role requires a hands-on leader to develop and implement a multi-tiered referral, reseller, and distributor program. You will collaborate with various teams, including marketing, sales, and legal, to achieve channel sales goals. The ideal candidate has 5-10 years of experience in channel sales, particularly in cybersecurity, and a proven track record of scaling teams and generating pipeline. DataDome offers a flexible work environment, comprehensive health benefits, professional development opportunities, and a supportive team culture.

Requirements

• You have demonstrable sourced pipeline generation experience as a Channel Leader
• You have 5-10 years experience in a true Channel Sales role, and have scaled a team up
• Your experience is focused on selling a cybersecurity solution with short sales cycles (for example, incident response)

Responsibilities

• Shape & influence our channel strategy
• Invest in and scale productive partners, and generate a solid pipeline of new partners
• Build a scalable and repeatable channel partner program covering every stage of the partner lifecycle–attracting, signing, training, certification, value optimization–that maximizes sourced revenues
• Manage partner pipeline and forecasting; track partner deal attribution and revenue forecasting. Monitor key metrics and analyze performance trends
• Enable channel organizations by educating stakeholders on DataDome’s solution, and the value to joint customers
• Act as an internal liaison by identifying prospective deals, and connecting DataDome Account Executives with channel contacts, ensuring qualification and effective follow up throughout the sales cycle
• Manage a small but mighty global team
• Partner with Marketing and Sales teammates on sales enablement content, channel events, and co-marketing and co-selling strategies
• Partner with Legal team by negotiating channel and alliance contracts

Preferred Qualifications

• You possess an in-depth knowledge of each channel partner’s business and what drives their success
• You are comfortable managing expectations with sales teams and channel partners and are “politely persistent” in your follow up
• You have a head for what a good deal looks like and can negotiate intelligent referral compensation packages
• You are a driven & autonomous “do-er”
• Ability to travel up to 30% to Partners and to collaborate with our Sales team at conferences, trade shows, in-office, etc
• You have experience developing partnerships with large cloud providers or large commerce marketplaces (AWS, Google Cloud Platform, Salesforce Commerce Cloud, etc)
• You have evaluated multiple channel management software

Benefits

• Flex Life: Remote, hybrid, & in-office options, including working from our NY office, located in Soho + $500 stipend to help you set up your ideal workspace
• Monthly allowance of 50 dollars for people who regularly (hybrid work set-up) come to the office in NYC (at least 10 days per month)
• Health Benefits : We offer medical, dental, & vision insurance options to keep you feeling your best
• A $100 annual allowance is provided for a leisure activity of your choice in Sports
• Professional Development : #Weaimhigh is part of our DNA, therefore we have invested in an internal Learning and Development platform and offer the opportunity to request additional training and support via your manager
• Events & Team building: #We care and we have fun! We organise ****Annual Company-Offsite, Events, Drinks, Winter Party, Lunch & Learns and much more are part of our Culture
• Parent Care : Gifts & care packages to celebrate growing families
• PTO: 20 paid time off days, 5 sick days and 2 floating holidays ****+ 12 national holidays
• 401 K eligibility + matching