About Us We are a cloud security company with a presence in various locations worldwide. Our team has been building and developing innovative solutions since 2012. Our core values include openness, honesty, and transparency, which are reflected in our open office layouts and collaborative meeting spaces. We strive to maintain a fun and supportive work environment through catered lunches, office celebrations, and employee recognition events. Location: Various About the Position: We seek an experienced Channel Sales Director to lead a high-performing team in driving growth with key Global System Integrators (GSIs), Value-Added Resellers (VARs), and security-focused partners across the region. This role requires a visionary leader with expertise in channel ecosystems, the ability to execute regional go-to-market strategies, and a passion for fostering strong partnerships to maximize revenue growth. Responsibilities: - Lead and mentor a team of four channel managers based in different locations, driving business development efforts across the region. - Coach and train the team to excel in new business acquisition, competitive displacement, managed services, and resale of Cloud Security products and services. - Develop and execute a comprehensive business plan for key partners, focusing on personally owning and leading the distribution strategy in a two-tier GTM environment. - Cultivate long-term, strategic relationships to ensure sustainable business growth and success. Team Leadership: - Manage and develop a team of channel account managers, ensuring their success with partners across the region. - Lead a virtual cross-functional team, including marketing and partner success managers, to drive structured engagement and strategic alignment. - Influence and collaborate with local country sales managers, regional sales leaders, and global channel teams to align with the Partner Program. Key Goals: - Drive business expansion with enterprise and major customers, increasing pipeline generation and closure rates across the region. - Identify, recruit, and enable the right channel partners and GSI partners to penetrate large enterprise clients and address their cybersecurity needs. Business Planning & Execution: - Develop and execute region-specific business plans aligned with global strategies, securing partner commitment for revenue targets, market focus, and capability development. - Collaborate with sales, marketing, presales, and services teams to implement structured marketing and enablement initiatives. - Maintain consistency with global go-to-market strategies and execution through a matrixed team. Performance Management & Enablement: - Lead quarterly business reviews and strategic meetings with partners to assess performance and drive results. - Maintain a strong cadence of collaboration between the company and distribution leadership at both the regional and LATAM levels. - Develop and deploy enablement programs to enhance partner teams' technical and sales expertise. Mindshare & Relationship Management: - Build and nurture executive-level relationships within the partner community to enhance brand awareness and partner engagement. - Drive strategic engagement with partner executives to strengthen collaboration. - Communicate success stories and key business priorities across the region and globally. Reporting & Best Practices: - Own regional partner forecasting and provide key business updates to stakeholders. - Share best practices across regions and business units to enhance efficiency and performance. - Support local channel sales teams in customer engagements, identifying competitive opportunities, and driving successful pursuits. Key Competencies: - Proven track record in managing large resellers and GSIs, driving business through channel partnerships. - Experience in senior leadership roles within technology organizations. Sales & Negotiation Expertise: - Strong sales negotiation skills with the ability to articulate product value to partners. - Proficient in professional sales techniques and forecasting. Communication & Partner Engagement: - Exceptional communicator and presenter with the ability to build trust and credibility with partners and customers. - Strong influencing and stakeholder management skills across multiple levels. Business Acumen & Execution: - Strategic thinker with strong financial and business acumen. - Ability to balance technical and commercial considerations to drive customer satisfaction. - Results-oriented with a strong sense of urgency and accountability. Teamwork & Cultural Adaptability: - Ability to thrive in a matrixed organization and collaborate across functional and cultural boundaries. - Open-minded, adaptable, and committed to teamwork. Work Ethics & Integrity: - Demonstrates high professional standards, reliability, and integrity. - Committed to excellence and quality in all aspects of work. Self-Reliance & Flexibility: - Self-motivated and adaptable, capable of working independently while maintaining strategic alignment. Job Requirements: - Extensive experience managing large partner networks and global partnerships within a technology company. - Strong strategic planning and execution skills, particularly in go-to-market strategies with regional and global partners. - Exceptional stakeholder management capabilities, with the ability to drive results through virtual teams. - Proven success in quota achievement and executive-level sales engagements. - Experience in both direct sales and partner sales models. - Excellent verbal and written communication skills, including presentation capabilities. - Strong ability to work in a collaborative, matrixed environment. - Solid business and commercial acumen with a keen eye for detail. Personal Attributes: - Self-starter with high energy and initiative. - Goal-driven and results-oriented. - Strong executive presence with the ability to influence senior stakeholders. - Effective in managing internal resources and cross-functional teams. - Committed to continuous learning and professional development. - Excellent time management and organizational skills. Qualifications: - Bachelor's degree required; professional training in sales or account management preferred. - Multilingual proficiency: English essential.