Director, Channel Sales - West

Netskope; Colorado; On-site; USD 250,000 - 350,000; Full time

Job summary

Netskope is seeking a Director of Channel Sales – West to lead channel strategy, manage a West Region team of Channel Sales Managers, and own the VAR relationships across the territory. You will build programs, tools, and partnerships to scale Netskope's channel business and exceed quota.

Ideal candidates bring 10+ years in channel sales with 7+ years leading teams, deep partner networks (Optiv, GuidePoint, Presidio, CDW, SHI), and a proven track record in sales leadership.

Qualifications

• Minimum 7+ years of direct team leadership experience.
• 10+ years of channel partner/sales experience.
• Proven ability to engage partner executives and drive revenue.
• Strong relationships with West Region partners.
• Experience with Netskope strategic partners such as Optiv, GuidePoint, Presidio, CDW, or SHI.
• Travel 60%+ across West Region.

Responsibilities

• Lead and drive channel strategy across the West Region, exceeding territory quota.
• Lead a team of Channel Sales Managers across the West.
• Manage all aspects of the VAR relationship across the West.
• Lead business planning, product and sales training, marketing events, and demand generation for the region.
• Partner with Regional Sales Managers and sales leadership to grow revenue across West Region territories, with a focus on national and regional resellers.
• Develop and implement the West Region channel business plan in collaboration with Regional Sales Managers.
• Recruit new partners in under‑leveraged areas of the West to maximize revenue potential for Netskope solutions.
• Build strong working relationships with strategic national VARs at the field level across the region.
• Create tools and lead the development of internal processes to enhance and scale Netskope's channel program in the West.
• Coordinate channel enablement activities, SE training, and inside sales alignment across the region.
• Maintain in-depth knowledge of key competitors and clearly articulate Netskope's advantages to end users and partners.
• Own deal registration, non‑standard pricing, SPIFF payments, and sales process for the West Region.

Skills

Team leadership

Channel sales

Business development

Relationship building

Public speaking

Education

Bachelor's Degree

Tools

Salesforce.com

MS Excel

Job description

Join the Future of Security at Netskope Netskope (NASDAQ：NTSK) is a leader in modern security and networking for the cloud and AI era. We secure and accelerate cloud, data, and AI in real time, everywhere. Thousands of customers, including more than 30 of the Fortune 100, trust the Netskope One platform, its Zero Trust Engine, and the powerful NewEdge network to gain full visibility and control without performance trade-offs.

At Netskope, our technology is driven by our greatest strength: our people. We believe that belonging powers innovation, and success is both personal and organizational. We embrace differences in gender, ethnicity, beliefs, ability, and identity, creating an environment where every voice is heard and respected. We empower our employees to bring their authentic selves to work, grow their careers through continuous education and mentorship, and lead with transparency and curiosity. Join a team where you belong, where you are encouraged to be an entrepreneur, and where together, we continue to redefine the landscape of security.

About the position

The Director, Channel Sales – West Region is a people‑leader role responsible for driving channel strategy and execution across the West, in partnership with regional sales leadership. This person will lead a team of Channel Sales Managers, own the full VAR relationship across the region, and build the programs, tools, and partnerships needed to scale Netskope's channel business and exceed territory quota.

Responsibilities

• Lead and drive channel strategy and execution across the West Region, exceeding territory quota
• Lead a team of Channel Sales Managers across the West
• Manage all aspects of the VAR relationship across the West
• Lead business planning, product and sales training, marketing events, and demand generation for the region
• Partner closely with Regional Sales Managers and sales leadership to grow revenue across West Region territories, with a focus on national and regional resellers
• Develop and implement the West Region channel business plan in collaboration with Regional Sales Managers
• Recruit new partners in under‑leveraged areas of the West to maximize revenue potential for Netskope solutions
• Build strong working relationships with strategic national VARs at the field level across the region
• Create tools and lead the development of internal processes to enhance and scale Netskope's channel program in the West
• Coordinate channel enablement activities, SE training, and inside sales alignment across the region
• Maintain in-depth knowledge of key competitors and clearly articulate Netskope's advantages to end users and partners
• Own deal registration, non‑standard pricing, SPIFF payments, and sales process for the West Region

Job Requirements

• Experience directly leading and developing a team (typically 7+ years)
• Experience working with resellers as a Channel Account Manager, Account Manager, or Channel Sales Manager, with demonstrated readiness to lead a regional channel function (typically 10+ years)
• A proactive, results‑driven approach to business development, with the ability to engage partner executives and clearly convey the value of Netskope to their business
• Established relationships with key partners across the West Region
• Experience working with Netskope strategic partners such as Optiv, GuidePoint, Presidio, CDW, or SHI
• Strong understanding of the reseller business model and how Netskope fits within it
• A collaborative approach to working cross‑functionally with all teams within Netskope
• A track record of success and consistent over‑achievement in previous roles
• Strong proficiency with Salesforce.com
• Willingness and ability to travel 60%+ across the West Region

Education

• Bachelor Degree preferred

Compensation

At Netskope, salary is one component of our competitive total rewards package. The salary range for this position is as listed below. This is a national range. For purposes of complying with applicable laws, the range applies to candidates in California, Colorado, Illinois, Maryland, New York, Washington, and other states.

The successful candidate’s starting pay will also be determined based on job‑related skills, experience, qualifications, location, and market conditions.

For all sales roles, the posted salary range is the On Target Earnings (OTE) range for the role, which is the sum of base salary and target commission amount at 100% goal achievement.

In addition to salary, candidates may be eligible for other forms of compensation such as participation in a bonus plan (for non‑sales roles) and a stock award program. Candidates may also be eligible for a comprehensive health plan and other benefits that can be reviewed at Netskope Benefits site.

Salary Range

$250,000—$350,000 USD

Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statutes, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.

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