RVP of Channel & Alliances, Claroty

• We’re growing and looking to hire a RVP - Channels and Alliances who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity
• Bachelor’s degree in Business, Sales, Marketing, or a related field; MBA preferred
• 10+ years of experience in channel sales, partnerships, or alliances in the technology or cybersecurity sector, with a proven track record of success in a senior leadership role
• Strong understanding of the channel ecosystem, including VARs, SIs, MSPs, and technology alliances, with experience in driving partner-led revenue growth
• Demonstrated ability to build and lead high-performing teams in a fast-paced, results-driven environment
• Excellent interpersonal, communication, and negotiation skills, with the ability to build relationships and influence across all levels of an organization
• Proven strategic thinker with the ability to execute and deliver results while balancing multiple priorities
• Experience with channel sales models, partner enablement, and go-to-market strategies
• Ability to travel as required (up to 50%)

Desirable

• The RVP - Channel and Alliances will lead the strategy and execution of the channel sales and partnership programs across the Americas region
• This senior leader will be responsible for driving revenue growth through a robust ecosystem of partners, including Value-Added Resellers (VARs), Systems Integrators (SIs), Managed Service Providers (MSPs), and technology alliances
• The RVP will work closely with sales leadership, marketing, and other cross-functional teams to create a scalable channel strategy and ensure the success of partner-driven sales
• Develop and execute a strategic channel and partnership plan to achieve revenue targets and expand market share in the Americas region
• Build and manage relationships with key partners, fostering strong collaboration and ensuring they are aligned with the company's goals and strategies
• Lead, mentor, and develop a team of channel sales professionals, ensuring high performance and effective execution of channel programs
• Collaborate with sales, marketing, and product teams to design and implement partner programs, incentives, and enablement tools
• Drive the recruitment, onboarding, and enablement of new partners, ensuring they are equipped to sell and support the company’s solutions effectively
• Monitor partner performance, creating metrics and KPIs to measure partner success and optimize performance
• Work with the global alliances and channels teams to align regional strategies with the overall corporate objectives
• Stay current on industry trends, competitive landscapes, and emerging technologies to ensure the company remains a leader in the channel ecosystem
• Represent the company at industry events, conferences, and partner meetings, serving as a key spokesperson for the channel organization in the Americas