VP of Global Channels – Alliances

🕒 il y a 1 mois

🗽 New York – Distant

🗽 New York – Remote

⏰ Temps Plein

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👔 Vice-président

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AppGate

Site WebLinkedInTous les Emplois

501 - 1000 employés

🔒 Cybersecurity

🏢 Entreprise

Cybersecurity • Enterprise

AppGate est une entreprise mondiale de cybersécurité qui propose des solutions d'accès réseau à confiance zéro (ZTNA) à haute performance pour les entreprises et les agences gouvernementales. Sa plateforme applique des politiques d'accès adaptatives basées sur l'identité en utilisant une évaluation des risques en temps réel, une découverte d'applications alimentée par l'IA, et une architecture de routage direct conçue pour éviter les goulots d'étranglement du cloud et s'adapter aux environnements exigeants. AppGate offre également des services professionnels et des conseils en cyber sécurité — incluant la simulation d'adversaires, les tests de pénétration et les évaluations des risques d'accès tiers — pour aider les organisations à mettre en œuvre et à opérationnaliser les contrôles de confiance zéro.

Description

• Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs and all other aspects of partner account management in a “partner first” sales and delivery model. • Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, referral, MSPs, cloud marketplaces etc.) • Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets. • Develop and execute sales plans including strategy and tactical partner account management execution plans • Close collaboration with Sales leadership to execute on all partner related company objectives • Collaboration with supporting stakeholders (Revenue Operations, Marketing, Sales Engineering) to develop and deliver partner enablement programs • Evangelize the partner strategy with key stakeholders throughout the organization. • Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function • Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy • Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (CEO/CRO level) on a regular basis. • Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue • Build and support a team of Channel Managers to achieve overall channel revenue objectives and KPI’s. • Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals. • Provide mentorship and professional growth opportunities to the alliance team. • Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision • Match employee skills and talent to tasks to ensure optimal engagement and performance • Establish and maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders • Responsible for the life cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required).

🎯 Exigences

• 15+ years of related experience in Software and/or SaaS Partner/Alliance/Sales roles, including 10+ years of channel team leadership preferred • Proven experience developing joint partner go-to-market strategies and executing partnership business plans. • Professional network and relationships in the Cybersecurity & Infrastructure channel ecosystem • Undergraduate degree or equivalent combination of education and experience in a related field