Federal Channel Sales Director

Summary

Join Hack The Box as the Director of Federal Channel Sales and help redefine cybersecurity expertise. This role focuses on leveraging external partners to drive long-term cross-sell and upsell opportunities within the federal sector. You will collaborate with internal teams and distributors to execute channel strategies, maximize partner performance, and achieve significant revenue growth. The position requires extensive experience in government procurement, partner enablement, and indirect revenue growth. Hack The Box offers a supportive and flexible work environment with various benefits, including private healthcare, paid time off, professional development opportunities, and flexible work arrangements.

Requirements

• Extensive understanding of the government procurement process and its associated requirements
• Proven experience in providing precise monthly and quarterly forecasts
• Deliver leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner
• Experience in partner enablement, GTM strategies, Partner Business Planning and Account Reviews
• Ability of growing indirect revenue by analyzing data and creating an actionable plan to grow revenue
• Openness to traveling across various regions, including participation in all business reviews and occasional meetings
• Strong collaboration abilities with both internal and external teams
• Excellent abilities in communication, presentation, prioritization, time management, and negotiation with stakeholders at all levels

Responsibilities

• Aligns cross-functionally on sales-oriented activities, including marketing (field and digital), sales, promotions, trade shows, and coordination of Partner Enablement
• Collaborate with HTB sales executives to leverage external partners including Global System Integrators, Managed Service Providers, and Alliances (Telco, OEM, Cloud) to deliver longer-term, cross-sell/upsell through joint engagement with distribution
• Work to evolve emerging partners as potential future Strategic Partners thus improving the HTB Partner Ecosystem
• Working with distribution to coordinate and maximize the development of Emerging Partners
• Achieve 4x partner pipeline generation from the named set of partners as well as sales, pre-sales and services enablement of those partners
• Closely aligning with sales to execute contract strategies, deal structure, and partner selection
• Driving customer satisfaction, ensuring targets are consistently met or exceeded by Partners

Preferred Qualifications

Experience with Resellers, GSI's, CSP’s, ISVs, Telco Carriers and Distribution to increase market share and grow revenue is preferred

Benefits

• Private health care
• 25 annual leave days
• Paid paternity leave
• Free lunch & snacks at the office
• Dedicated budget for training and professional development, participation in conferences
• Full access to the Hack The Box lab offerings; so you can learn how to hack
• State-of-the-art equipment (mac, iPhone, and mobile plan)
• Flexible working model, including the option to work fully remotely