Channel Director - A fast-growing cybersecurity startup job in Oregon

A well-funded series C cybersecurity company is currently looking to hire a channel director of North America. The company is the world's leading industrial cybersecurity company within the growing Network Security and ICS spaces. The business have strong reviews from Gartner and have grown by 50% year over year. The firm has grown by 80% in the last 12 months and will continue to grow. The business have a very strong track-record having delivered multi-million enterprise solutions with fortune 50 businesses globally primarily in the Energy, Pharmaceutical and Manufacturing Industries.

This role will be directly responsible for the success of the indirect business growth, managing the channel relationships, partner programs, pricing, and long-term product/technical initiatives with the partners.

RESPONSIBILITIES

Identify and qualify new channel partners for the North American territory, according to territory footprint and sales targets needs.
Develop, communicate and execute channel sales plans in support of corporate strategy, objectives, and quota targets
Support partner sales team in following sales methodology and best practices, as well as better predict the needs and hurdles presented by prospective customers and proactively address them
Support partner sales teams in executing land-and-expand campaigns, from POC to large deployments
Attend industry conferences and events to present and demonstrate the company's products along with our partners
Business development activities to gain additional partner organizations involved and develop from prospective partners to successful revenue-generating partners
Lead our partner program execution, in complex partner organizations/corporations
Enable and train commercially partner sales teams in order to drive success
Deep experience working with enterprise customers
Enable new business value proposition through joint integrations and joint technical developments with partners

REQUIREMENTS

10+ years of commercial experience, ideally selling to industrial companies, 5+ years of channel or partner management experience / indirect sales
Proven track record in managing VARs and Local resellers in North America in the Cyber Security space - a must
Experience in selling Network Security products or Managed Security - advantage
Proven track record of leading high impact and effective partner programs
Deep experience working with global teams and partners
Ability to build relationships across a wide range of styles and cultures to form networks within and outside the company
Adaptability, flexibility, positive energy and integrity
Excellent communication (written and verbal) and presentation skills
Willingness to travel