Channel Director, East

About the role

The role reports to the global partnerships lead and owns the eastern and federal partner plan end to end, from picking which partners get investment to forecasting what they bring in.

At a glance

What you will do

• Own the eastern and federal partner plan and hit targets for partner-sourced pipeline and bookings
• Decide which resellers, integrators, consultancies and tech alliances to invest in, grow or drop, based on results
• Build working ties with Cisco and Splunk sellers and SEs and turn integrations into sales plays
• Map partner accounts against target accounts and open deals using Crossbeam and approved data
• Run account planning with regional and federal sales leads and AEs, and track each opportunity to an owner and date
• Support deal registration and services scoping with the sales and delivery teams

What they look for

• Seven or more years in channel sales, partner development or enterprise cybersecurity sales, with sourced pipeline results
• A track record of building or clearly improving a repeatable partner revenue motion
• Experience prioritizing partners by customer overlap, field commitment and revenue potential
• Credibility in account strategy and deal discussions, including technical enablement of partner SEs and architects

A typical week

• Meet partner sellers and SEs to push joint opportunities forward
• Review account maps and pipeline with regional and federal sales leaders
• Join customer and partner meetings, sometimes out of state
• Update forecasts and attribution records in Salesforce
• Plan campaigns or events with marketing for named accounts