valimailinc Remote- US Full-time 2024-03-21

Company Overview

Valimail is a fast growing, venture funded startup and the leader in Email Authentication as a Service. Here is your chance to get in on the ground floor at an important technology innovator and to help build a major business service category. We have built a revolutionary platform on top of open standards — DMARC, DKIM, and SPF — for the first time it makes it possible for any organization to protect itself against email impersonation. Valimail pioneered the notion of automated email authentication, with innovative components like our DNS-based Authenticator (including our patented Instant SPF). We’re committed to building a more trusted email ecosystem.

Frequently cited statistics show that women and underrepresented classes will only apply to roles if they feel they meet 100% of the qualifications. At Valimail, we encourage you to break through that statistic. Roles evolve over time, especially with innovation, and you may be just the person we need in the future. NO ONE ever meets 100% of the qualifications. We hope you're open to learning new skills in order to grow with us. Make our team, your team!

Position Overview

We are seeking a Vice Global Partnerships to join our organization. In this role, you will direct, oversee, and represent Valimail’s Channel and Alliance programs by owning and managing relationships between Valimail and the Partner landscape, and working closely on partner marketing activities. You will report to the COO and partner with Valimail executives to engage and extend relationships with partners to expand new ARR and increase market reach. This role will include both hands-on work and managing a small team. 

The ideal candidate will have a proven track record of creating, managing and growing global Partnerships programs focused on partner sourced revenue across technology alliances, resale/distributor channels, MSP’s, and hyperscalers/cloud marketplaces. This person must be able to engage, explore ways to partner, manage the outline of a deal, engage in legal contracting, and prove out initial engagements with the partner. 

What You'll Be Doing

  • Recruit, onboard and develop committed, loyal, and scalable partners using market data to generate an overarching partner strategy. .
  • Expand relationships with key partners, and deploy C-Suite executives strategically in order to strengthen and deepen partnerships.
  • Evaluate the current effectiveness of channel sales strategies and create improvements aimed at growing partner sourced revenue.
  • Establish key performance indicators (KPIs) to measure health of the partnership ecosystem and maintain pipeline and dashboards for Executive Leadership on the effectiveness of these programs, making data-driven recommendations for improvement.
  • Work with a dedicated Partner Marketing resource to create a partner marketing roadmap and reusable partner marketing campaigns
  • Create an integrated and automatedPartner Portal to drive self service partner enablement as well as deal registration and management
  • Manage financial aspects of the overall partner program  including revenue, renewals rate, tiering, etc. 
  • Collaborate across Valimail leadership (Sales, Marketing, Product) to develop and execute partner strategy to rapidly grow the business.
  • Understand product value propositions to identify and build  new combined offerings with partners. 
  • Design the framework for a repeatable partnerships model that will maximize time to value and streamline partner onboarding and enablement
  • Be accountable to drive partner sourced revenue to closure in partnership with sales

About You

  • A proven l cybersecurity SaaS partner executive with 10+ years of experience in Channel Sales, Direct Sales, or Alliances and 5+ years of direct management experience in similar size or larger organizations.
  • Willingness to get involved hands on in execution, team mentorship, and cross functional collaboration in a startup to scaleup environment.  
  • Experience building and growing global partnerships across: VARs, Distributors, MSPs, ISVs (technology alliances), Hyperscalers (including cloud marketplaces)
  • Experience developing scalable, repeatable partner programs that supported partner sourced bookings targets in excess of $10m
  • Proven success building combined, integrated solutions with ISVs and ability to drive product integration conversations in partnership with R&D
  • Excellent communication skills; both written and oral. High level of presentation and solution selling abilities. 
  • Must have the ability to work autonomously, be self-motivated and a strong influencer at both the individual contributor and executive levels. 
  • Strong leadership and influencing skills with the ability to obtain results with external stakeholders

Bonus Points

  • You have built a Partner, Channel Sales, or Alliance Sales program from scratch or have revamped a related program
  • You have experience in international partnerships, business development, or sales
  • You have email industry experience

Who We Are

Valimail is the global leader in zero-trust email security. The company's full line of cloud-native solutions authenticate sender identity to stop phishing, protect brands, and ensure compliance; they are used by organizations ranging from neighborhood shops to some of the world's largest organizations, including Uber, Splunk, Yelp, Mercedes Benz USA, and the U.S. Federal Aviation Administration. Valimail is the fastest-growing DMARC solution with the largest global market share and is the premier DMARC partner for Microsoft 365 environments. 

Valimail is an E-Verify Employer. For more information on E-Verify, review the posters here

Why Join Us?

  • Competitive pay + participation in employee stock option plan. The anticipated salary range for this role is $ 200,000 – $250,000 and includes a variable component in which we expect the split to be roughly 50/50. This role is also eligible to participate in our equity incentive plan.  Actual title and compensation is commensurate with qualifications and experience.
  • Comprehensive health, dental, + vision coverage
  • Eight weeks of paid maternity leave & Four weeks of paid paternity leave (if the parent also qualifies for STD, this benefit is in addition)
  • Remote First Company, you can work anywhere within the US
  • Unlimited and flexible PTO. We believe balanced, happy, relaxed people do better work