Senior Channel Sales Director – North America

Who You Are

SpyCloud is recruiting for a Senior Channel Sales Director for North America. You are a seasoned team player who has produced results with diverse channel partner types in IT security. You are an expert in cross-functional teaming and influencing and an excellent communicator and relationship-builder. You have a unique balance of channel partner management skills and business strategy & partner GTM execution, program launch, program oversight, cross geography coordination and communication, project management skills and results measurement.

In this role, you will craft a North American channel strategy and effectively communicate and “sell” this strategy to SpyCloud senior management and other internal and external stakeholders. You must be equally comfortable ‘walking the floor’ to engage with partner sales teams to drive them to build pipeline and engage with our product portfolio. Since this will grow into a management role, you must be able to effectively recruit and lead a team of channel sales managers, to include the development and measurement of KPIs.

What You’ll Do

  • Channel Strategy Development and Execution, with emphasis on channel-led pipeline and revenue growth
  • Channel Sales Manager recruitment and management
  • Partner Development & GTM Execution
  • Partner Lifecycle Management
  • Partner Recruiting and Enablement
  • Partner sales team engagement – specifically driving pipeline creation
  • Partner Training
  • Launch a new Partner Portal
  • Develop and launch a revised MDR/MSSP program
  • Communicate SpyCloud’s solutions and value proposition; and work with Sales Executives, Marketing, and Product Training to ensure partners are fully aware of SpyCloud capabilities and differentiators.
  • Execute on partner objectives set by partner and regional management, including quota retirement.
  • Give guidance to SpyCloud’s Channel Marketing Manager, and assist as needed in the development of required support materials for the program, including sales kits and marketing programs
  • Define KPIs for partner success, and regularly measure and report on partner success
  • Understand each partner’s areas of focus and emphasis, and identify ways to attach SpyCloud solutions as appropriate

What You Bring:

  • 6+ years IT Security channel sales or channel program management experience with accountability for growing partner-led bookings and revenue targets
  • Solid understanding of IT Security market trends, concepts and technologies
  • Experience designing and executing successful channel partner GTM strategies and programs.
  • Solid understanding of the needs of MDRs and MSSPs, and their business drivers
  • Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization (all levels) and for external use.
  • Excellent written and verbal communication skills. Ability to translate technology features into business benefits.
  • Strong analytical and problem-solving skills.
  • Strong initiative and ability to work in a self-directed environment.
  • Organization and priority-setting skills and ability to multi-task in a dynamic environment
  • Expert user in Salesforce.com and proficient in G-Suite products strongly preferred
  • Ability to travel once it is more open to do so
  • Self-starter; strong drive and work ethic; able to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced sales environment. Brings energy and passion to the role
  • Bachelor’s degree or equivalent work experience

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