Channel Sales Manager, ExtraHop
Northeast
$120-130k
Commission is 50% of On-Target-Earnings
Cloud-native cyber security platform
Posted today
Cloud-native cyber security platform
501-1000 employees
Posted today
$120-130k
Commission is 50% of On-Target-Earnings
501-1000 employees
Company mission
To reveal cyber risk and build business resilience by exposing threats organizations can't see.
Role
Who you are
- If you are at the top of your game, have experience building territories, are a challenger, and can sell innovative next-gen solutions, then we want to hear from you
- A proven security channel sales professional (5+ years channels sales experience in Cyber Security, Network Security or SIEM)
- Existing senior level and field sales relationships within Partners in the region -- including their Security solutions and/or business units
- Experience with Systems Integrators (SIs) and Managed Security Service Providers (MSSPs) a major plus
- Track record of successfully developing Channel Partners that deliver Partner Initiated opportunities and deliver valuable consulting, support, and professional services that complement vendor solutions
- Demonstrated ability to secure meetings and buy-in with senior-level executives
- Solid understanding of cybersecurity and enterprise networking technologies
- Exceptional communication, organizational, and interpersonal skills
- Strong independent work ethic and experience working in startup culture
- Demonstrated acumen to articulate a complex value proposition in a differentiated and compelling manner
- Four-year degree or equivalent in a related discipline (e.g., IT, computer science, business, engineering)
- Happy to travel 50% or more (barring local COVID-19 restrictions)
What the job involves
- This key position requires someone who is able to learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and industry trends. You are primarily responsible for increasing revenue in assigned regions/territories/districts through identifying, recruiting, and developing opportunities for generating direct sales or partnerships with resellers
- Manage Distribution Partners to identify, recruit & enable new Partners, that match the ideal partner profile for ExtraHop
- Identify new VAR / SI Partners to effectively resell and service ExtraHop solutions by identifying new opportunities with their sales teams, co-marketing ExtraHop to their customers and prospects, leading call campaigns, face-to-face field meetings, and other activities
- Lead the business relationship with senior Partner executives to understand their business, decision-making, marketing, services, and financing models
- Frequently present and demonstrate ExtraHop products to Partners and their clients and prospects
- Execute and help evolve our Panorama Partner Program by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth
- Create crisp, regular reporting of Channel Sales, Pipeline Create, Marketing ROI, and Partner-specific activity using SFDC and Tableau
- Provide Partner, customer, and competitor feedback and other field intelligence when relevant
- Prepare and implement strategic account plans for all Partners and identify business growth opportunities
- Ensure sales and presales teams from ExtraHop and our Partners are working together in the sales process around lead generation, deal registration, accurate forecasting, and tracking to goals established by their program tier
- Work closely with VADs, VARs, SIs, MSPs, and Technology Partners across the territory to grow the business
- Prepare and maintain an accurate channel sales forecast and deliver against KPIs for pipeline creation, new logos, and POC (Proof of Concept) starts initiated via Partners
Our take
When trying to become more cybersecure, many businesses find themselves operating blindly, as they lack the necessary insights to understand potential attack points within their networks. This information gap has led to an alarming vulnerability, leaving organizations exposed to threats that remain unseen.
ExtraHop has emerged to provide organizations with the network visibility and threat detection capabilities they need. Through its cyber defense platform, the company enables businesses to detect and respond to advanced cyber threats before they can compromise their operations. Importantly, its use of cloud-scale AI and ML means this is done in real time.
With a portfolio of over 70 AI and ML patents, ExtraHop has built a reputation as an innovator in the space. It has been able to accelerate growth since its acquisition by Bain Capital and Crosspoint Capital in 2021, and fresh funding will ensure it is able to continue expanding capabilities and reinforcing its already strong position.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jan 2024
$100m
GROWTH EQUITY VC
May 2014
$41m
SERIES C
Total funding: $161.6m
Company benefits
- 100% insurance cost covered for employee (80% for family)
- Flexible PTO Policy
- Well-stocked kitchen, including fruit, juice, coffee and espresso machines, and six kegerator
- Employees have the opportunity to invest in a 401(k) and company stock options
- Tuition reimbursement program for continuing education
- Each employee is granted three days a year to spend in service to the community
Company HQ
Pike Pine Retail Core, Seattle, WA
Articles
Leadership
Jesse Rothstein
(Board of Directors)Has previously been both CEO and CTO of the company. Was a Senior Architect at F5 Networks and Senior Software Developer at Motive Communications.
Raja Mukerji
(Chief Scientist)Has previously been both President and Chief Customer Officer of the company. Was a Senior Architect at F5 Networks and Senior Engineer for Strong Capital Management.
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