Vice President, Global Channel Sales

Trellix; Annapolis (MD); On-site; USD 175,000 - 225,000; Full time

Benefits offered by this job

Pension and Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Support for Community Involvement

Job summary

Skyhigh Security is seeking a Vice President, Global Channel Sales to lead a world-class team and transform our channel strategy across regions. You will drive partnerships, programs and revenue through distributors, resellers, SI's and MSPs, while aligning with product, marketing and customer success.

You will set KPIs/OKRs, deliver quarterly targets, and support partners with enablement programs. This role embraces Skyhigh's hybrid work model and a focus on growth, efficiency, and security

Qualifications

• 7+ years of leadership in channel and partner sales, including global scope.
• Experience developing channel strategies with measurable growth impact.
• Strong network in the channel partner community.
• Expertise in strategic partnership structure and enablement.
• Hands-on approach to enabling partners and closing deals.
• Deep knowledge of global channel markets incl. SI and MSPs.
• Business acumen with ROI focus and experience with SaaS/cybersecurity tech.

Responsibilities

• Lead a global team of channel sales professionals across regions to drive a world class channel mission.
• Evaluate, create and execute next-gen channel strategy with business-unit leaders.
• Refine channel programs to align with growth plans and go-to-market goals.
• Develop new partnerships while scaling existing opportunities.
• Collaborate with internal teams and partners to gain support for transformational programs.
• Partner with regional sales to meet quarterly and annual revenue targets.
• Work cross-functionally to address partner and customer needs and enable selling.
• Develop KPIs/OKRs to measure and monitor channel program value.

Skills

Channel leadership

Global channel programs

Partnership enablement

MEDDPICC knowledge

SaaS/Cloud/security experience

Strategic partnerships

Revenue leadership

Job description

Remote United States

Full time

JR0037831

Job Title:

Vice President, Global Channel Sales

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency.

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self.

We are on these too! Follow us on LinkedIn (https://www.linkedin.com/company/skyhighsecurity/mycompany/) and Twitter@SkyhighSecurity (https://twitter.com/SkyhighSecurity?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor) .

Role Overview:

Reporting to the Chief Revenue Officer, the Vice President, Global Channel Sales will work closely with Regional Sales Leadership, Product Management, Product Marketing and other key stakeholders to develop and execute global strategies that drive revenue through multiple sales channels and partnerships. You will transform our channel strategy to promote net new customer acquisition while securing current partners opportunities that provide enhanced value to our existing customers.

Your channel GTM routes will include distribution, reseller, systems integrators and Managed Service Providers. Your proven success in creating and scaling partnerships globally, driving revenue with partners, establishing partner deal sourcing models, and enabling partners enables you to be successful in this role. You will structure and lead a global channel sales global team to fully deliver sales targets that align to revenue and margin goals.

About the Role

• Lead a global team of exceptional channel sales and programs professionals across North America, LTAM, EMEA, India, and Asia Pacific/Japan to execute a world class channel sales mission.

• Evaluate, create and execute our next-generation channel strategy and global program framework by partnering with sales and business unit leaders.

• Refine the existing channel program to align with our strategic go-to-market growth plans.

• Develop new strategic partnership opportunities while scaling existing channel opportunities.

• Work cross functionally with internal stakeholders and external partners and customers to gain support for transformational program initiatives.

• Partner closely with regional and in country sales teams to deliver quarterly and annual sales targets.

• Work cross functionally with Engineering, Product Management, Product Marketing and Customer Success to develop solutions that address the needs of channel partners and customers to improve selling opportunities.

• Develop KPIs and OKRs that measure and monitor the value of channel programs and relationships, and track execution toward those success metrics.

About You

• 7+ years of leadership in channel and partner sales, with the most recent 4 years in a global sales leadership role. Ideally, your sales career should include a history in developing global channel sales programs within the security, SaaS, PaaS or IaaS space.

• Strong experience in developing channel sales strategies that have referenceable impact on growth, ARR and revenue.

• Well known personal brand in the channel partner community.

• Demonstrated expertise in strategic partnership structure and enablement.

• A hands-on approach to enabling our partners and working deals.

• Extensive depth of understanding of the global market landscape of channel partners, systems Integrators and managed services providers.

• Strong business insight, financial acumen (business case and ROI) and technical depth with proven ability to work with innovative and evolving technologies.

• Deep knowledge of sales methodologies (value selling and MEDDPICC) and history of transforming channel sales organizations into successful selling organizations that are disciplined and structured around selling processes.

• Experience with relevant technologies: Software as a Service (SaaS), Cybersecurity, Data Management and Networking.

• Passion to present and articulate value proposition across the sales organization and channel community.

Base Pay Range: $175,000 - $200,000 - $225,000. Actual base pay within this range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include annual bonuses and long-term incentives, subject to various metrics and company policy.

Company Benefits:

We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Pension and Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to diversity, which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

Our Commitment to You :

At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.

Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.

Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.

Trellix is a global company redefining the future of cybersecurity and soulful work. The company’s comprehensive, open and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at https://trellix.com .