Global Systems Integrator Alliances Director

Netskope; Australia; On-site; AUD 220,000 - 320,000; Full time

Job summary

Netskope is seeking a Global Systems Integrator Channel Sales Director for immediate hire. The successful candidate will be comfortable in a highly technical pre-sales environment and in strategic relationships with APJ-based GSIs.

You will own the end-to-end GTM plan, identify new opportunities, drive incremental revenue, and coordinate with regional Netskope sales teams to enable partners.

Qualifications

• 10+ years Systems Integrator Alliances/BD/Channel sales management required.
• Existing relationships with major consulting firms operating in the region.
• Strong knowledge of cyber security, network security, cloud/SaaS applications.
• Background in SI Alliances/BD/sales management or equivalent customer-facing role.

Responsibilities

• Become the primary Business Development, Channel Sales and GTM interface between Netskope and GSIs for the APJ market and GSI global stakeholders in the region.
• Identify new business opportunities and define joint solutions with the product group.
• Execute new business initiatives to produce incremental revenue streams.
• Enable partners to develop, launch and support Netskope-based services.
• Develop and Execute Systems Integrator Business Plan.
• Drive SI client opportunity pipeline, coordinating with regional Netskope sales teams.
• Lead sell-to SI opportunities, manage escalations and enable regional SI teams globally on the GTM strategy.

Skills

SI Alliances

Channel Sales Management

Executive Communication

Pre-Sales Knowledge

Strategic Partnerships

Education

Bachelor's degree

Job description

About Netskope

Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security.

Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive.

Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter @Netskope.

About the position:

Netskope is seeking a Global Systems Integrator Channel Sales Director for immediate hire. The successful candidate must be comfortable both in a highly technical pre-sales environment and in a strategic relationship building/partnering environment with our global SI partners.

Responsibilities will include identifying and developing services-based solutions, establishing relationships with targeted Global Systems Integrators focused on pipeline and revenue for the APJ Market and managing stakeholders based in APAC with responsibility for Global Markets. These include global consulting firms such as Deloitte, Accenture, etc.

This is a senior position for a seasoned Alliances/Business Development resource that has a broad set of skills ranging from possessing a business level acumen to work within the constructs of our SI partners to driving incremental sales opportunities for Netskope. The successful candidate will understand the business value of technology, be able to present concepts at an exec level and address technology details at all levels of the SI organization and be able to execute end to end including delivering a tactical GTM business plan for their partner(s).

Responsibilities include:

• Become the primary Business Development, Channel Sales and GTM account lead interface between Netskope and GSIs for the APJ market and GSI Global Stakeholders based in the region.
• Identify new business opportunities and define joint solutions with the product group.
• Execute new business initiatives to produce incremental revenue streams
• Enable partners to develop, launch and support Netskope-based services
• Develop and Execute Systems Integrator Business Plan
• Drive SI client opportunity pipeline, coordinating with regional Netskope sales teams
• Lead sell-to SI opportunities, manage escalations and enable regional SI teams globally on the GTM strategy, partnership.
• Build joint collateral and training content for partner sales teams and Netskope sales teams.

Job Requirements:

• 10+ years Systems Integrator Alliances/BD/Channel sales management required. Existing relationships with major consulting forms operating in the region.
• Previous knowledge/experience of cyber security, network security, cloud/SaaS applications
• Background in SI Alliances/BD/sales management or an equivalent "customer-facing" position.
• Successful track record in selling/building a GSI programs.
• Excellent Communication / Presentation skills (from developers to C-level executives).
• Must be highly organized and self-motivated.
• Must be willing to take ownership of complex tasks.
• Can work across organizational boundaries and willing to perform activities outside of the traditional role
• Understand the culture of large partners - Background in large System Integrator and Strategic Outsourcer environments is a must
• Willing to travel, work odd hours, and be very available

Education

• Bachelor's degree

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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 statues, 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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The application window for this position is expected to close within 50 days.