Director of Channel Sales, deepwatch
$233-297k
OTE
+ Stock options
More information about location
Managed cyber security solutions
Open for applications
Managed cyber security solutions
201-500 employees
Open for applications
$233-297k
OTE
+ 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 will thrive in a fast-paced, entrepreneurial startup environment
- The best candidate will have demonstrated experience and success developing and executing GTM channel strategies and plans, recruiting, on-boarding, and enabling partners
- Leverage a consultative relationship approach to evangelize Deepwatch value at all levels within the partner organization and increase/maintain mindshare ongoing
- Leverage exceptional communications skills to lead business and technical presentations, demonstrations and conversations with C-level audiences across major accounts and partners
- Effectively manage multiple opportunities in a methodical and disciplined manner
- Attend industry trade shows and security related conferences in support of activities
- Set and manage expectations with senior stakeholders and team members
- Research and position Deepwatch’s MDR solutions versus competitors
- Provide input into overall company strategy and product roadmap
- Work closely with Marketing teams to design and implement promotions, campaigns and awareness
- Have a Bachelor’s degree or Master’s equivalent experience
- Have 7+ years sales experience in information security software or services
- Can demonstrate knowledge and experience working with a range of GTM reseller partners (varies by region)
- Demonstrate a proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth
- Own a successful track record managing a team of channel sales professionals
- Have a fundamental understanding of Managed Security Services business model, value proposition, and competitive landscape
- Are comfortable selling value versus price with proven experience in selling complex solutions and large deals to senior executives
- Are highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required
- Have excellent communications skills and ability to interact with partners, executives, and customers on a daily basis
- Are proactive, analytical, and results oriented
- Have the ability to work independently, establish priorities and demonstrate good judgment - proactively seeks feedback and input
- Are smart, analytical (with attention to details), creative, driven and with a get-it-done attitude
- Have experience and/or knowledge of Deepwatch SIEM, EDR, and VM technologies and Deepwatch alliance partners (i.e. Splunk, SentinelOne, Crowdstrike, Tenable, PAN, etc.)
- Possess channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach
- Possess experience developing and implementing marketing campaigns and initiatives
- Possess a good grasp of the MSS competitive landscape
- Understand MITRE Att&ck and NIST cybersecurity frameworks
- Are willing and able to travel extensively (often with short notice)
What the job involves
- Deepwatch is seeking a high-energy, experienced Director, Channel Sales to develop and lead an aggressive strategy to expand and improve our channel partner program, manage a team of channel sales professionals, and drive success in the form of new revenue growth with our channel partner ecosystem
- This individual will play a key role in driving our continued, aggressive growth nationally
- The Director, Channel Sales will report to the Vice President, Channel & Alliances
- The Director, Channel Sales will work closely with Deepwatch leadership across the organization and will play a strategic role in alignment to key revenue objectives
- You will be passionate about selling and helping advance innovative solutions and technologies to CEOs, CISOs, CIOs, CTOs and other security team members
- Take a leading role to develop, manage, and execute channel programs with a focus on partner recruitment, onboarding, enablement, engagement and ongoing measurement
- Lead a team of Regional Partner Managers and Channel Account Managers, with a strong focus on driving defined revenue objectives
- Create and drive overall channel strategy and prioritization plan for coverage area
- Drive consistent and predictable channel revenue bookings through joint business planning and ongoing partner engagement
- Take on a revenue quota for channel sales results with the goal of establishing a long-term, repeatable framework that will drive consistent and predictable revenue
- Effectively position Deepwatch value proposition and program elements within the channel ecosystem to maximize partner success
- Understand the partners intimately - business models, services capabilities, cross-organizational relationships, compensation models, what motivates them, marketing strategies, etc
- To ensure optimal GTM alignment and drive commitment to an ever-expanding and deepening relationship
- Develop deep understanding of Deepwatch capabilities and services offerings to best support and enable our partners
- Work effectively with Deepwatch sales teams across regions to drive pipeline and new revenue through the successful positioning and sale of Managed Security Services
- Execute against business plans and make quick adjustments both tactically and strategically to serve both Deepwatch and our partner ecosystem
- Formulate, implement and review nurturing and growth programs
- Exceed quarterly results for sales bookings
- Develop and present regular metrics reporting by partner
- Set and manage expectations with senior stakeholders, channel partners, and team members
- Play an active role in driving growth in a winning, team oriented, hyper-responsive culture
- Perform other duties as assigned by Senior Leadership
- Serve as a role model of Deepwatch’s Core Values, and coaches and encourages others to model these values
- Embody the Deepwatch Leadership Attributes of ownership, delivering results, hiring & developing the best talent in the industry, having backbone and ability to disagree and then commit, and earning trust
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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