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Channel Director at Venafi
United States of America
There are 2 actors on a network, people and machines. People use usernames and passwords to identify and get access to machines. Machines use keys and certificates to identify and access each other. Venafi is the inventor of the technology that secures and protects keys and certificates, the most important assets of our Global 5000 customers. We are Warriors!

Are you passionate about making a positive impact and protecting the world from cyber criminals? If so, you may be a natural Venafi Warrior!

How you’ll be protecting the world:

As a Channel Director at Venafi you’ll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world. The Channel Director will be responsible for the day-to-day partner support in their region and overall partner success. You will be responsible for individual sales success and will act as the partner liaison with Venafi corporate field teams and marketing teams.

Responsibilities

    Work with BD and field team(s) to target, recruit and sign up Venafi Channel Partners.
    Execute on Channel Partner sales quota for North America
    Assist in creating partner go-to-market plans
    Account and opportunity support including pricing and proposal assistance
    On site event support
    Presentation and training support
    Liaison between Venafi field reps and partner reps
    Assisting in management partner and channel conflict
    Working with partner on pipeline development and deal registration
    Closely partner with Venafi Channel Marketing team to execute partner go to market plans.
    You will be responsible for the field activity with our technical partnerships
    This role exists as the pivotal, central role in developing and driving strategic channel sales initiatives.
    The Channel Director will have principal responsibility to contribute centrally to growth of the sales business team by accelerating the scale and performance of our channel ecosystem.
    This leader is responsible for leading overall partner strategy, and driving execution of channel centric GTM programs across our portfolio of security solutions globally.
    You will lead a team of channel sales specialists to create strategy, recruit partners, enable partners, drive growth through partners, and activate/leverage the Channel community as a primary growth platform.
    The role requires an individual with strong leadership, sales and partnering skills, while also being able to create and articulate a shared plan for Venafi’s go-to-market strategy. The ideal candidate possesses a unique blend of business and conceptual technical savvy; an ability to both envision process improvements while driving the existing business; along with influencing skills and the ability to collaborate with cross functional constituencies to grow the business.
    You will be the strategic design lead working internally and throughout the partner organization to develop, launch and create accountability for our most strategic initiatives across the global channel team and the broader Venafi platform.

The ideal Venafi Warrior will be armed with:

    Degree from a 4-year accredited college or university
    Five to seven years partner management experience and partner sales experience. Must have demonstrated consistent ability to achieve channel sales quota and ensuring partner success.
    Bachelor's degree or equivalent practical experience.
    7+ years of experience in technology business, with roles in channel management, strategy, and alliances.
    Experience developing and scaling global programs, from inception to deployment and on-going support.

What sets you apart?

    Security software sales experience.
    Sold/Managed accounts with a software platform that solves complex problems, across many business units
    PKI knowledge or experience.
    Named, global or large enterprise account management experience.