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Global Channel Sales Director

Full Time

Website ThreatConnect, Inc.

Company Background

ThreatConnect, Inc. provides cybersecurity software that reduces complexity for everyone, makes decision-making easy by turning intelligence into action, and integrates processes and technologies to continually strengthen defenses and drive down risk. Designed by analysts but built for the entire team (security leadership, risk, security operations, threat intelligence, and incident response), ThreatConnect’s decision and operational support platform is the only solution available today with cyber risk quantification, intelligence, automation, analytics, and workflows in one. To learn more, please visit www.threatconnect.com.

We offer a competitive benefits package with comprehensive insurance coverage, unlimited paid time off, and unique perks designed to help you meet your financial and personal goals.

We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and to share in our success. We love to recognize our employees who have gone above and beyond, and offer incentives like quarterly awards, an employee bonus and referral program, and team-building outings.

Job Description

We are looking for a talented and experienced Global Field Channel Sales professional to join the ThreatConnect Channel Sales Organization. Cyber threats are ever-present and constantly evolving, leaving organizations all over the world at risk. This is where ThreatConnect steps in. If you’re interested in having a real impact on the security channel by selling an intelligent and innovative product, this is the role for you. ThreatConnect is experiencing rapid growth, fueled by our market-leading solutions and growing partner ecosystem. This position reports directly to the Chief Revenue Officer (CRO).

About You

You are collaborative. You’re a team player who puts the interest of the team above your own. You display a positive attitude, are open, and enjoy contributing.

You’re a natural leader. No matter where you find yourself, others tend to gather around you, leading to encouragement and mentoring.

You are a great communicator. You get your message across clearly to all the necessary teams and individuals within your team.

In this role, you’ll get to…

  • Bring your deep understanding of developing successful and lucrative Partner relationships designed to build our business and work directly with established and new channel partners to drive revenue
  • Demonstrate your vision, leadership, and creativity by developing a comprehensive Partner Sales Plan designed to exceed quotas across the globe and industry verticals; incorporating Field, Inside and Technical sales resources
  • Active teaming on opportunities with ThreatConnect’s authorized partners and the company’s sales teams, leveraging all of the collective capabilities and relationships
  • Collaborate with the marketing team on partner enablement and delivery
  • Report on, present, and be responsible for business goals, objectives, and outcomes
  • Own the revenue number driven by Partners and forecast it accurately
  • Proactively and creatively recruit, enable and manage partners in assigned territory
  • Effectively articulate the requirements, expectations, and benefits of the ThreatConnect Channel Program
  • Work intimately with the CRO and the sales team to execute on growth strategy through strategic partners

1-3-6-12 Month Plan

In the first month, we’ll expect you to…

  • Understand the cybersecurity industry and identify where threat intelligence, security operations, and incident response fit within it
  • Employ a consultative value selling approach – engaging, inquisitive, and articulate strong qualification and problem-solving skills
  • Experience leading complex sales cycles with large enterprise organizations involving leadership and a diverse set of stakeholders
  • Aptitude doing a high-level, overview demo
  • Pipeline management and forecasting

At 3 months we’ll expect you to…

  • Clearly and confidently communicate ThreatConnect’s value proposition and understand the buyer profile’s challenges
  • Qualify partner opportunities
  • Produce a basic, high-level overview demo
  • Work with your Sales counterparts to develop and begin to execute a business development strategy for your region
  • Work with your Marketing counterpart to connect with your reseller counterparts across your region

At 6 months we’ll expect you to…

  • Create and continue to build a qualified pipeline
  • Develop channel relationships
  • Move opportunities to and through technical engagement

At 12 months we’ll expect you to…

  • Close new logo business and create a deep and qualified pipeline
  • Strong and efficient pipeline management
  • Take ownership of the above with minimal guidance

Requirements

Required Qualifications

  • 3+ years of related experience in the cybersecurity industry
  • Prior experience in channel sales
  • Bachelor’s degree or equivalent
  • Prior experience building a robust and successful channel model
  • Ability to deliver presentations and engage with sales & leadership at partner organizations
  • Thorough experience developing successful and lucrative partner relationships and working with established and new channel partners to drive revenue
  • Solid experience developing a comprehensive Partner Sales Plan
  • Adept at communicating with a largely technical audience focused on business results
  • Proactive and adaptive with the ability to succeed in a hyper-growth start-up environment
  • Able to create and execute a go-to-market plan which builds upon the momentum created, leveraging marketing resources, collateral, and Market Development Funds
  • Experience in applying challenger-selling methodologies to maximize revenue growth
  • Strong negotiation skills
  • Ability to travel based on business necessity

Desired Qualifications

  • Arlington, VA-based highly preferred

Benefits

Work-Life Balance

  • Unlimited Paid Time Off (PTO)
  • Employee recognition program with quarterly awards
  • Employee referral program
  • Military leave options available
  • Education reimbursement program for job-related college courses and professional training
  • Quarterly events with your geographic team
  • Annual company party

Medical

  • MEDICAL PREMIUMS FOR INDIVIDUALS AND FAMILIES ARE 100% COVERED
  • Prescription drug coverage
  • Dental coverage
  • Vision coverage
  • Company-paid short term and long term disability
  • Company-paid insurance and AD&D coverage
  • Pet Insurance

Financial

  • 401K retirement savings plan with company matching program up to 6%
  • Health Savings Account
  • Flexible Spending Accounts (medical, dependent care, and transit and parking)
  • Cell phone stipend
  • Paid Parental Leave
  • Paid Bereavement Leave

Research shows that while men apply to jobs when they meet about 60% of job criteria, women and individuals from marginalized groups tend to apply only when they check every box. If you think you have what it takes but you’re not sure that you check every box, apply anyway!

Let us apply for you (from 10$)

To apply for this job please visit apply.workable.com.