Federal Channel Sales Director, Hack The Box
Ethical hacking community and cybersecurity training
Open for applications
Ethical hacking community and cybersecurity training
1001+ employees
Open for applications
1001+ employees
Company mission
Hack the Box's mission is to create and connect cyber-ready humans and organisations through highly engaging hacking experiences that cultivate out-of-the-box thinking.
Role
Who you are
- Extensive understanding of the government procurement process and its associated requirements
- Proven experience in providing precise monthly and quarterly forecasts
- Deliver leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner
- Experience in partner enablement, GTM strategies, Partner Business Planning and Account Reviews
- Ability of growing indirect revenue by analyzing data and creating an actionable plan to grow revenue
- Openness to traveling across various regions, including participation in all business reviews and occasional meetings
- Experience with Resellers, GSI's, CSP’s, ISVs, Telco Carriers and Distribution to increase market share and grow revenue is preferred
- Strong collaboration abilities with both internal and external teams
- Excellent abilities in communication, presentation, prioritization, time management, and negotiation with stakeholders at all levels
What the job involves
- This role will report directly to the VP of Global Channel Sales and will work closely with various functions across HTB, including Revenue, Marketing, Legal, Operations, Enablement, and Product Management
- Aligns cross-functionally on sales-oriented activities, including marketing (field and digital), sales, promotions, trade shows, and coordination of Partner Enablement
- Collaborate with HTB sales executives to leverage external partners including Global System Integrators, Managed Service Providers, and Alliances (Telco, OEM, Cloud) to deliver longer-term, cross-sell/upsell through joint engagement with distribution
- Work to evolve emerging partners as potential future Strategic Partners thus improving the HTB Partner Ecosystem
- Working with distribution to coordinate and maximize the development of Emerging Partners
- Achieve 4x partner pipeline generation from the named set of partners as well as sales, pre-sales and services enablement of those partners
- Closely aligning with sales to execute contract strategies, deal structure, and partner selection
- Driving customer satisfaction, ensuring targets are consistently met or exceeded by Partners
- The core mission of this role is to work closely with HTB Federal Sales to leverage external partners, driving long-term cross-sell and upsell opportunities through engagement with distributors
- It involves aligning HTB teams—including partner marketing, enablement, and sales engineering—to effectively execute the channel strategy
- Additionally, the role requires coordinating with the distributor to maximize the impact and performance of strategic partners
- Driving incremental pipeline growth will be the goal, while achieving incremental revenue growth, and ensuring that the channel contributes 75%-80% of the total federal business
Application process
- Level 1: Like in any game, you start as a Noob. Level one’s objective: submit your application
- Level 2: After applying, you unlock the Script Kiddie rank! This level’s objective: pass the screening process
- Level 3: Now you’re officially ranked as Hacker and you’re ready to meet the Talent Acquisition team. Level’s objective: highlight your past achievements, ambitions, and values during a virtual interview
- Level 4: As a Pro-Hacker at level 4, you’ll unlock the “boss level”, which involves meeting the hiring manager. Level’s objective: connect with the hiring manager and share with them your achievements
- Level 5: Now you’re an Elite Hacker! Level’s objective: complete an assignment that aligns with day-to-day job-related tasks and responsibilities
- Level 6: Congratulations, you're now a Guru! Not many reach this level 💪. Level’s objective: have a constructive, final conversation with senior leadership to explore the role and your future at HTB
- Level 7: You've achieved the Omniscient rank and officially received an offer from HTB! To complete the last level and the Quest, all you need to do is accept the offer
- Quest complete. Congratulations, you’re officially one of us 🥳🎉🎇Your next quest: complete the onboarding
Our take
Cybersecurity attacks have ballooned in number recently, shining a spotlight on the urgent need for tighter, sharper cybersecurity measures. Hack the Box’s response has been to create what they call a ‘massive cyberhacking playground’. It’s a cybersecurity skill platform where B2C users can explore gameified cyber training and penetration testing exercises, engage with the infosec community, and explore careers vacancies. B2B customers can access the same training, with additional administrative features.
All in all, it’s a comprehensive offering that allows Hack the Box to sit at the intersection of two lucrative and growing markets. On the one hand, an increase in people carrying out career pivots towards the tech sector, and pursuing online training opportunities. On the other, an increased business focus on (and investment in) improving cybersecurity postures.
Consequently, Hack the Box has seen substantial growth over the past few years, off the back of considerable funding up to series B. It’s touted as the world’s largest hacking community, with over 1 million users and a growing number of products, including new training programs such as penetration testing labs, and an academy. With demand for these skills rising, and demand for online teaching equally strong, Hack the Box is operating within a strong market with good growth potential.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 4 rounds)
Jan 2023
$55m
SERIES B
Apr 2021
$10.6m
SERIES A
Total funding: $69.5m
Company benefits
- 25 annual leave days (paid)
- Paid paternity/maternity leave
- Dedicated budget for training and professional development, participation in conferences
- State-of-the-art equipment
- Full access to the Hack The Box lab offerings; so you can learn how to hack 😉
- Flexibility in working hours
- Private insurance, Dental & Vision, 401K
Company values
- Growth & Continuous Learning: HTB loves growth. We encourage personal development, experimentation, and mastery of new skills
- Empowerment & Teamwork: Success is a by-product of good collaboration and an empowered team. We strive to create such an environment
- Hackiness & Innovation: We think outside the box and try to hack our way through by applying innovation and creativity in anything we do
- Fun! We Are Party-People: We aim high and work hard but we don’t miss a chance to laugh, play, party, and have fun!
Company HQ
Folkestone, UK
Articles
Leadership
James Hooker
(CTO)Worked as a web developer with MSO.net, before taking up a Senior Software Engineer position at Holiday Extras. Alongside this work, also researches and publishes vulnerabilities on open source projects.
Haris Pylarinos
(CEO)Previously Security Engineer at Hellenic Air Force and Systems & Network Engineer at Ibiscus Internet Services and then Naftomar Shipping And Trading Co.
Aris Zikopoulos
(CCO)Has held senior consultancy positions at Altec and Space Hellas, along the way working as head of IT and security services at Velto and channel sales manager at ITWAY Hellas.
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