Sr. Channel Sales Manager - Southeast

ExtraHop’s Sales team is growing! Our platform for Network Security Analytics is a unique and powerful component of Security Operations.  We offer strong comp plans, fair quotas, and the opportunity to work with other smart, hardworking people who are excited about creating the next great systems company in the Security market. If you are at the top of your game, have experience building territories, are a challenger, and can sell innovative next-gen solutions, then we want to hear from you.
Duties and Responsibilities 
This key position requires someone who is able to learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and industry trends. You are primarily responsible for increasing revenue in assigned regions/territories/districts through identifying, recruiting, and developing opportunities for generating direct sales or partnerships with resellers.

 
Manage Distribution Partners to identify, recruit & enable new Partners, that match the ideal partner profile for ExtraHop.
 
Identify new VAR / SI Partners to effectively resell and service ExtraHop solutions by identifying new opportunities with their sales teams, co-marketing ExtraHop to their customers and prospects, leading call campaigns, face-to-face field meetings, and other activities
 
Lead the business relationship with senior Partner executives to understand their business, decision-making, marketing, services, and financing models
 
Frequently present and demonstrate ExtraHop products to Partners and their clients and prospects
 
Execute and help evolve our Panorama Partner Program by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth
 
Create crisp, regular reporting of Channel Sales, Pipeline Create, Marketing ROI, and Partner-specific activity using SFDC and Tableau
 
Provide Partner, customer, and competitor feedback and other field intelligence when relevant
 
Prepare and implement strategic account plans for all Partners and identify business growth opportunities
 
Ensure sales and presales teams from ExtraHop and our Partners are working together in the sales process around lead generation, deal registration, accurate forecasting, and tracking to goals established by their program tier
 
Work closely with VADs, VARs, SIs, MSPs, and Technology Partners across the territory to grow the business 
 
Prepare and maintain an accurate channel sales forecast and deliver against KPIs for pipeline creation, new logos, and POC (Proof of Concept) starts initiated via Partners

Required Qualifications and Experience

 
A proven security channel sales professional (5+ years channels sales experience in Cyber Security, Network Security or SIEM)
 
Existing senior level and field sales relationships within Partners in the region -- including their Security solutions and/or business units
 
Experience with Systems Integrators (SIs) and Managed Security Service Providers (MSSPs) a major plus
 
Track record of successfully developing Channel Partners that deliver Partner Initiated opportunities and deliver valuable consulting, support, and professional services that complement vendor solutions
 
Demonstrated ability to secure meetings and buy-in with senior-level executives
 
Solid understanding of cybersecurity and enterprise networking technologies
 
Exceptional communication, organizational, and interpersonal skills
 
Strong independent work ethic and experience working in startup culture
 
Demonstrated acumen to articulate a complex value proposition in a differentiated and compelling manner
 
Four-year degree or equivalent in a related discipline (e.g., IT, computer science, business, engineering)
 
Happy to travel 50% or more (barring local COVID-19 restrictions)

$147,000-$164,000+ Commission is 50% of On-Target-Earnings + benefits+ options
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