AppGate
501 - 1000 employees
🔒 Cybersecurity
🏢 Enterprise
Cybersecurity • Enterprise
AppGate is a global cybersecurity company that delivers high-performance Zero Trust Network Access (ZTNA) solutions for enterprises and government agencies. Its platform enforces identity-based, adaptive access policies using real-time risk scoring, AI-powered application discovery, and a direct-routed architecture designed to avoid cloud bottlenecks and scale with demanding environments. AppGate also provides professional services and cyber advisory offerings — including adversary simulation, penetration testing, and third-party access risk assessments — to help organizations implement and operationalize Zero Trust controls.
VP of Global Channels – Alliances
🕒 April 20
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AppGate
501 - 1000 employees
🔒 Cybersecurity
🏢 Enterprise
Cybersecurity • Enterprise
AppGate is a global cybersecurity company that delivers high-performance Zero Trust Network Access (ZTNA) solutions for enterprises and government agencies. Its platform enforces identity-based, adaptive access policies using real-time risk scoring, AI-powered application discovery, and a direct-routed architecture designed to avoid cloud bottlenecks and scale with demanding environments. AppGate also provides professional services and cyber advisory offerings — including adversary simulation, penetration testing, and third-party access risk assessments — to help organizations implement and operationalize Zero Trust controls.
📋 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).
🎯 Requirements
• 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
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