Director of Partner Sales

Summary

Join Catchpoint, the Internet Resilience Company™, as a key player in building a focused channel strategy. This role involves building and maintaining partner relationships globally, supporting their success in helping customers achieve internet resilience, and exceeding revenue targets. You will implement a partner sales strategy, recruit and empower partners, and develop the partner program. Success in this position requires a proven track record in alliances, partner management, and channel sales, along with deep expertise in channel models and global technology markets. The ideal candidate possesses strong communication, business development, and sales management skills.

Requirements

• A track record of success in alliances, partner management, and channel sales
• Deep expertise in channel models (VAR, VAD, MSP, GSI, etc) and how they have evolved over time
• An understanding of how technology buyers are different around the world, what channel models are effective in each region, and who are the key players
• The ability to think strategically determine the right path of action based on the specific situation, while also able to tactically and deliver results
• Experience building programs from scratch and in recruiting, developing, and managing both 1-tier channel partners
• A good understanding of monitoring and performance management technologies including APM, NPM, and IPM as well as an understanding of foundational internet technologies such as DNS, BGP, CDNs, APIs, etc
• Exceptional communication and business development skills
• Strong sales management skills plus a track record of achieving quotas and growing relationships
• Willingness to travel as needed

Responsibilities

• Implement a partner sales strategy that is aligned with the company's strategy and market opportunities
• Select, engage, commit, and empower a select number of partners in key regions around the World
• Create strong, long-term bonds with a handful of key partners. Be the main point of contact, advocate for them and help them be successful
• Grow revenue for partners and Catchpoint via co-selling initiatives and joint GTM activities that maximize sales opportunities for the right customers
• Develop the partner program over time building on success, and develop the right training, certification, and incentive programs as needed