Director, Channel Sales
Director, Channel Sales
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Job Description
Come join Deepwatchs team of worldclass cybersecurity professionals and the brightest minds in the industry. If youre ready to challenge yourself with work that matters then this is the place for you. Were redefining cybersecurity as one of the fastest growing companies in the U.S. and we have a blast doing it!
Who We Are
Our core values drive everything we do at Deepwatch including our approach to tackling tough cyber challenges. We seek out tenacious individuals who are passionate about solving complex problems and protecting our customers. At Deepwatch every decision process and hire is made with a focus on improving our cybersecurity solutions and delivering an exceptional experience for our customers. By embracing our values we create a culture of excellence that is dedicated to empowering our team members to explore their potential expand their skill sets and achieve their career aspirations which is supported by our unique annual professional development benefit.
Deepwatch recognition includes:
- and 2021 Great Place to Work Certified
- 2023 and 2022 Forbes Americas Best Startup Employers
- 2023 and 2022 Fortress Cybersecurity Award
- 2023 $180M Series C investment from Springcoast Capital Partners Splunk Ventures and Vista Credit Partners of Vista Equity Partners
- 2022 Cigna Healthy Workforce Silver Designation
- 2022 Cybersecurity Excellence Award for MDR
Director Channel Sales
Deepwatch is seeking a highenergy experienced Director Channel Sales to develop and lead an aggressive strategy to expand and improve our channel partner program manage a team of channel sales professionals and drive success in the form of new revenue growth with our channel partner ecosystem. This individual will play a key role in driving our continued aggressive growth nationally. The Director Channel Sales will report to the Vice President Channel & Alliances. The best candidate will have demonstrated experience and success developing and executing GTM channel strategies and plans recruiting onboarding and enabling partners.
The Director Channel Sales will work closely with Deepwatch leadership across the organization and will play a strategic role in alignment to key revenue objectives. The ideal candidate will thrive in a fastpaced entrepreneurial startup environment. You will be passionate about selling and helping advance innovative solutions and technologies to CEOs CISOs CIOs CTOs and other security team members. We are open to candidates nationwide who are willing to travel frequently.
In this role youll get to:
- Take a leading role to develop manage and execute channel programs with a focus on partner recruitment onboarding enablement engagement and ongoing measurement
- Lead a team of Regional Partner Managers and Channel Account Managers with a strong focus on driving defined revenue objectives
- Create and drive overall channel strategy and prioritization plan for coverage area
- Drive consistent and predictable channel revenue bookings through joint business planning and ongoing partner engagement
- Take on a revenue quota for channel sales results with the goal of establishing a longterm repeatable framework that will drive consistent and predictable revenue
- Effectively position Deepwatch value proposition and program elements within the channel ecosystem to maximize partner success
- Understand the partners intimately business models services capabilities crossorganizational relationships compensation models what motivates them marketing strategies etc. to ensure optimal GTM alignment and drive commitment to an everexpanding and deepening relationship
- Develop deep understanding of Deepwatch capabilities and services offerings to best support and enable our partners
- Work effectively with Deepwatch sales teams across regions to drive pipeline and new revenue through the successful positioning and sale of Managed Security Services
- Execute against business plans and make quick adjustments both tactically and strategically to serve both Deepwatch and our partner ecosystem
- Formulate implement and review nurturing and growth programs
- Exceed quarterly results for sales bookings
- Develop and present regular metrics reporting by partner
- Set and manage expectations with senior stakeholders channel partners and team members
- Play an active role in driving growth in a winning team oriented hyperresponsive culture
- Perform other duties as assigned by Senior Leadership
- Serve as a role model of Deepwatchs Core Values and coaches and encourages others to model these values
- Embody the Deepwatch Leadership Attributes of ownership delivering results hiring & developing the best talent in the industry having backbone and ability to disagree and then commit and earning trust
To be successful in this role youll need to:
- Leverage a consultative relationship approach to evangelize Deepwatch value at all levels within the partner organization and increase/maintain mindshare ongoing
- Leverage exceptional communications skills to lead business and technical presentations demonstrations and conversations with Clevel audiences across major accounts and partners
- Effectively manage multiple opportunities in a methodical and disciplined manner
- Attend industry trade shows and security related conferences in support of activities
- Set and manage expectations with senior stakeholders and team members
- Research and position Deepwatchs MDR solutions versus competitors
- Provide input into overall company strategy and product roadmap
- Work closely with Marketing teams to design and implement promotions campaigns and awareness
- Have a Bachelors degree or Masters equivalent experience
- Have 7 years sales experience in information security software or services
- Can demonstrate knowledge and experience working with a range of GTM reseller partners (varies by region)
- Demonstrate a proven track record identifying building and managing reseller partnerships that have delivered strong revenue growth
- Own a successful track record managing a team of channel sales professionals
- Have a fundamental understanding of Managed Security Services business model value proposition and competitive landscape
- Are comfortable selling value versus price with proven experience in selling complex solutions and large deals to senior executives
- Are highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required
- Have excellent communications skills and ability to interact with partners executives and customers on a daily basis
- Are proactive analytical and results oriented
- Have the ability to work independently establish priorities and demonstrate good judgment proactively seeks feedback and input
- Are smart analytical (with attention to details) creative driven and with a getitdone attitude
- Have experience and/or knowledge of Deepwatch SIEM EDR and VM technologies and Deepwatch alliance partners (i.e. Splunk SentinelOne Crowdstrike Tenable PAN etc.)
- Possess channel and/or direct sales experience with focus on consultative servicesled sales and/or customer outcomedriven approach
- Possess experience developing and implementing marketing campaigns and initiatives
- Possess a good grasp of the MSS competitive landscape
- Understand MITRE Att&ck and NIST cybersecurity frameworks
- Are willing and able to travel extensively (often with short notice)
Statutory Pay Disclosure
The anticipated pay range for this role is $233000 $297000 OTE stock options benefits. Actual compensation may vary from posted hiring range based upon geographic location work experience education and/or skill level.
What We Offer:
Deepwatch is excited to provide benefits designed to support team members and their families. Including:
- Medical dental vision and disability insurance
- Flexible Time Off (FTO) 9 company holidays sick leave and 8Weeks Paid Parental Leave
- Unique professional development benefits starting at $3000 annually
- Wellness contests and monthly educational programs
- 401(K) retirement program with employer match
- Learn more here: Deepwatch Benefits
We know theconfidence gapandimposter syndrome can get in the way of meeting spectacular candidates so please dont hesitate to apply wed love to hear from you. Please review our DEI Statement here.
- Be interested in and able to work remotely from a home office when not at a corporate office
- Pass a preemployment background in accordance with applicable laws
Deepwatch is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race color religion sex national origin age disability status marital status sexual orientation gender identity genetic information protected veteran status or any other characteristic protected by law. In compliance with federal law all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
By submitting your application you agree that Deepwatch may collect your personal data for recruiting global organization planning and related purposes. The Deepwatch Privacy Policy explains what personal information we may process where we may process your personal information our purposes for processing your personal information and the rights you can exercise over Deepwatchs use of your personal information.
Required Experience:
Director
Employment Type
Full-Time
