Channel Manager
We are ExtraHop. We're on a mission to provide security teams with the intelligence they need to confront and stop advanced threats like supply chain attacks, zero day exploits, and ransomware attacks. Cyber attackers still have the advantage. We’re taking it back with creativity, intellectual curiosity, and a sense of humor. Are you ready to help us reclaim the upper hand?
ExtraHop’s Sales team is growing! Our platform for Network Security Analytics is a unique and powerful component of Security Operations. We offer strong comp plans, fair quotas, and the opportunity to work with other smart, hardworking people who are excited about creating the next great systems company in the Security market. 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.
Duties and Responsibilities
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
Required Qualifications and Experience
- 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)
ABOUT EXTRAHOP
Cyberattackers have the advantage. ExtraHop is on a mission to help you take it back with security that can’t be undermined, outsmarted, or compromised. Our dynamic cyber defense platform, Reveal(x) 360, helps organizations detect and respond to advanced threats––before they compromise business operations. We apply cloud-scale AI to petabytes of traffic per day, performing line-rate decryption and behavioral analysis across all infrastructure, workloads, and data-in-flight. With complete visibility from ExtraHop, enterprises can detect malicious behavior, hunt advanced threats, and forensically investigate any incident with confidence.
ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. In 2020, we’ve already been named a “Best Place to Work” by Inc., Computerworld, BuiltIn Seattle and Seattle Business Magazine, and we’ve been named to Wealthfront’s Career-Launching Companies list for the last four years. Forbes named ExtraHop to its 2020 AI 50 List, as well as the list of “20 Best Cybersecurity Startups to Watch.” In 2019 and 2020, JMP Securities put ExtraHop on its Elite 80 List as one of the most strategically positioned private companies in the cybersecurity industry. SC Media has named ExtraHop an Industry Innovator for enterprise network detection and response for the past two years.
Benefits/perks listed below may vary depending on the nature of your employment with ExtraHop and the country where you work.
- Health, dental, and vision benefits
- Honor System PTO and 9 Holidays (US only) + 3 Days of Paid Volunteer Time
- Non-Commissioned positions are eligible to participate in annual discretionary bonus plan
- FSA and Dependent Care Accounts + EAP where applicable
- Educational Reimbursement
- 401k with employer match or Pension where applicable
- Pet Insurance (US only)
- Parental Leave (US Only)
- Hybrid and Remote Work Model
*Candidates should note that the Company may modify reporting relationships, job titles and compensation, including commissions and benefits, from time to time at its sole discretion, as it deems necessary, with or without prior notice.
We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this truly unique environment. At ExtraHop, we believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level. This is the foundation of our success.
We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon capabilities and qualifications without discrimination on the basis of race, creed, color, religion, sex, gender identification and expression, marital status, military status or status as an honorably discharge/veteran, pregnancy (including potential pregnancy, pregnancy-related conditions, and childbearing), sexual orientation, age (40 and over), national origin, ancestry, citizenship or immigration status, physical, mental, or sensory disability , HIV/AIDS or hepatitis C status, genetic information, status as an actual or perceived victim of domestic violence, sexual assault, or stalking, or any other protected class as established by law.
Our people are our most important competitive advantage, leading the charge against nation-states, cyber criminals, and insider threats.
Ready to join us? #Extrahop #Security #NDR #informationsecurity #cybersecurity #cloudsecurity #infosec #LI-Remote