Channel Sales Manager
ExtraHop is on a mission to protect and propagate trust by revealing the cybertruth: the truth about the attackers already inside an organization’s network, the truth about what they’re doing, and how to stop them at top speed. We partner with every customer, every day, to reveal it. Are you ready to join us?
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)
- Traveling 50% or more.
- Position will be remote home office from a major city within Germany
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ABOUT EXTRA HOP
ExtraHop is the cybersecurity partner enterprises trust to reveal the unknown and unmask the attack. We’re on a mission to protect and propagate trust by revealing the cybertruth, and we partner with every customer, every day, to uncover it. Our Reveal(x) 360 platform is the only network detection and response solution delivering the 360-degree visibility needed to see everything on the network. When organizations have full network transparency with ExtraHop, they can see more, know more, and stop more cyberattacks.
ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We’ve been recognized as a “Customer’s Choice” by Gartner Peer Insights™ Voice of the Customer, and as a Leader in the Forrester Wave®: Network Analysis and Visibility, Q2 2023. ExtraHop has won AI Breakthrough Awards four times (2018-2020, 2023) and our Channel Partner program has received a 5-star rating from CRN for our 2023 Partner Program Guide. Our flagship product, Reveal(x), has received numerous accolades, including a 2022 Edison Award for Cybersecurity.
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