Director of Channel Sales & Alliances, deepwatch
$400k
OTE
$240-260k
BASE
OTE: 60/40 split + Stock options
More information about location
Managed cyber security solutions
Be an early applicant
Managed cyber security solutions
201-500 employees
Be an early applicant
$400k
OTE
$240-260k
BASE
OTE: 60/40 split + Stock options
More information about location
201-500 employees
Company mission
To serve its customers and protect their networks, everywhere, every day.
Role
Who you are
- The ideal candidate is an execution-focused leader with a combination of sales mentality, business development expertise, and strategic acumen
- You should thrive in a fast-paced, entrepreneurial environment, possessing the ability to command trust from C-level audiences and inspire confidence across internal sales, marketing, and technical teams
- Possess 10+ years of demonstrated experience in business development, sales, alliances, and channel leadership within the cybersecurity landscape
- Demonstrate a proven track record of identifying, building, and managing channel and alliance partnerships that deliver strong revenue growth and exceed sales targets
- Leverage exceptional communication and presentation skills to evangelize Deepwatch value to C-level audiences and technical partners
- Be a proactive, analytical, and results-oriented professional with the ability to work independently and exercise good judgment
- Serve as a role model of Deepwatch’s Core Values and Leadership Attributes, including ownership, delivering results, and earning trust
- Have a deep understanding of the Cybersecurity and MSSP/MDR competitive landscape
- Are willing and able to travel extensively
What the job involves
- Deepwatch is seeking a high-energy, dynamic, and experienced Director of Channel Sales & Alliances. This individual will play a key role in driving our growth nationally through the strategic alignment with our Alliance Partners and the expansion of our Channel Partners
- Reporting to the CRO, you will be responsible for developing and leading an aggressive strategy to drive success in the form of new revenue growth, pipeline, and market share gains across our ecosystem, including key alliance and channel partners
- This role will drive success that will be measured in go-to-market activities with a focus on new pipeline, revenue, market share gains, and overall competitiveness
- Strategic Growth and Business Impact: Shape and execute a long-term channel and alliance strategy with partners to significantly expand customer engagements, drive market differentiation, and enhance business alignment for scalable growth
- Executive Relationship Management: Cultivate, deepen, and leverage executive relationships with strategic alliance partners to elevate Deepwatch’s market position and mindshare as a trusted go-to MSS partner, influencing decision-making at the highest levels
- Cross-Functional Leadership and Alignment: Lead cross-functional initiatives and foster collaboration across sales, marketing, technical, and product teams, ensuring effective go-to-market (GTM) alignment to maximize joint customer and revenue opportunities
- Innovation and Thought Leadership: Engage deeply with emerging trends, technology shifts, and partner ecosystem changes to anticipate market dynamics, ensuring that Deepwatch’s partnerships remain aligned with both company goals and the evolving needs of the cybersecurity landscape
- Outcome-Oriented Strategy Execution: Own and optimize the performance of joint business plans with channel and alliance partners, translating high-level strategy into actionable steps and measurable outcomes that support annual objectives and ongoing engagement
- Drive consistent and predictable revenue bookings and new customer engagements through joint business planning and effective GTM teaming
- Business and Technical Evangelism: Represent Deepwatch in executive briefings, C-level presentations, industry events, and security conferences as a thought leader and technical expert, showcasing the value of Deepwatch’s solutions within the broader cybersecurity ecosystem
- Performance Analysis and Reporting: Provide comprehensive reporting on partner performance, market insights, and competitive positioning proactively recommending adjustments to strategies and tactics as market conditions or business objectives shift
- Product and Corporate Strategy: Act as a strategic advisor to Deepwatch’s executive leadership, offering input into the company’s overall strategy, product roadmap, and market positioning to align with alliance capabilities and market demand
- Sales Elevation: Lead, mentor, and develop sales professionals, fostering a culture of accountability, continuous improvement, and career growth
Application process
- Upon application, candidates will be asked to confirm that they are a U.S. Person as defined by the following:
- A citizen of the U.S.
- A lawful permanent resident of the United States
- A person admitted to the United States as a refugee; or
- A person that has been granted asylum by the United States government
Our take
With increased digital transformation and cloud adoption, businesses have ever-more complex systems to protect, making it harder to ensure everything remains cybersecure. Deepwatch supplies Managed Detection and Response (MDR) solutions, combining its technology and expertise to optimize protections for its clients, mitigate risk, and improve security outcomes.
Grasping the need for greater security for digital platforms, applications, and data, Deepwatch has built a cloud SecOps platform, upon which its services run. Its managed services are tailored to the requirements of each individual client, and involve a team of security experts collaborating with the business to gain an in-depth knowledge of their security requirements and specific areas of risk to target.
Competition for Deepwatch comes from companies such as Paladion, Crypsis, and ExtraHop. However, the demand for managed cybersecurity solutions is growing and - given there is a general cybersecurity skills shortage - security management companies like Deepwatch are becoming increasingly necessary. Funding raised by the company will allow it to grow to meet this demand, by accelerating innovation and development, and expanding its partner ecosystem.
Freddie
Company Specialist at Welcome to the Jungle
Insights
13% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Feb 2023
$180m
LATE VC
Oct 2020
$53m
SERIES B
Total funding: $256m
Company benefits
- Insurance plan options, including 100% employer premium contributions and HSA contributions for certain coverage
- Employer paid Life Insurance, Short-term and Long-term Disability, and Employee Assistance Program
- Supplemental coverage options
- Holistic employee Wellness program
- Flexible Time Off
- Paid Parental Leave
- Stock Options
- 401k with company match
- $200 Monthly reimbursement for Cell/Internet
- Annual recognition awards
- Spot bonus awards
- Employee and Customer Referral Bonus Programs
- Annual credit to Deepwatch Swag Store
- Professional Development Allowance: $3,000 in your first year and $6,000 annually thereafter
- Formal Leadership Development Program
- Employee-driven, company-wide Mentoring Program
- Paid time off for volunteering and voting
- Support for company-wide initiatives, such as Stem for Her and local initiatives like Feeding Tampa Bay
- Sponsored Employee Affinity Groups, including Women of Deepwatch, BIPOC, and DW Veterans
- Annual Company Kick Off Event, Monthly All Hands calls, cross functional initiatives, social events, interactive wellness programs, and department offsite meetings
- Peer Recognition Program (Radical Performer)
Company HQ
Carver City-Lincoln Gardens, Tampa, FL
Leadership
Charlie Thomas
(Founder & Chair)A serial entrepreneur, Charlie has led and grown four different startups to market values from $25 million to over $1 Billion with four exits and an IPO.
John DiLullo
(CEO)Board Member at D-Wave and Board Advisor at Tetrate. Was previoulsy CEO at LiveVox and Lastline.
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