ExtraHop is searching for an experienced leader to take on the role of Director, Channel Sales Engineering. This position reports into the VP of WW Sales Engineering, while closely aligned with the Vice President of Channel Sales and the regional channel and field sales teams for sales/technical enablement, solutions and GTM offer creation, and lead generation with regional Partners. Travel will be required as you meet with Resale, SI, MSSP and Technology Partners to plan, train, attend joint sales calls, and close deals -- as well as occasional travel for internal meetings.  You will lead a team of Channel Sales Engineers that will have a significant impact on the success of our Channel Sales team and their Partners.  This is a strategic, influential position that contributes directly to the bottom-line health and high-velocity growth of the company.

About The Role

The Director of Channel Sales Engineering’s role is focused on technical business development with our vibrant Panorama Partner community.  This is a player/coach role leading a team of Channel SEs that provide support, enablement, and guidance to ExtraHop’s strategic Channel Partners.  You will be expected to take ownership of the technical design and management of strategic initiatives and programs relating to architecture, GTM solutions development, services delivery, partner training and enablement, as well as internally advocating for the Channel Sales organization cross-functionally inside of ExtraHop.  The ideal candidate will have deep, technical knowledge and a keen eye for generating joint opportunity with Security Partners. Your team will own the development and execution of technology strategies, solutions, integrations and services to meet joint expectations and goals.

Responsibilities

• Manage the success, priorities and development of our ChannelSales Engineers.
• Build and develop close working relationships with global, national, and regional Channel Partners and their solutions architects and sales engineers to increase partner-initiated sales growth via new opportunities and bookings.
• Aide our Partners’ SEs with ExtraHop training and certifications.  Enable Partner SEs to perform demos, whiteboards, POCs, installations, troubleshooting and their own internal training.
• Build and update Partner demo environments, enabling partners have the competency and ecosystem technology to effectively demonstrate to prospects and clients.
• Co-develop technical enablement certifications for Foundational, Champion and Expert level architects and engineers.
• Act as liaison between our Partners, Channel Sales team and technical staff to resolve outstanding issues and required assets.
• Develop process for effective communications and reporting on Partner field activities to Sales Engineering, Leadership, Channel Sales, Sales Enablement and others.
• Participate in national and regional Channel Partner and industry events including trainings and workshops, lunch & learns, and security conferences.
   

Requirements

• 5+ years of technical, channel leadership experience in global enterprise technology 
• Strong and successful experience in a technical capacity in incident response services, attack and penetration assessments, or host-based security technologies, preferably working with large Service Providers, MSSP’s, or Consulting organizations
• Business development experience in a consulting and/or services environment
• Experienced in a security-focused technical lead and/or solutions architect role
   

Additional Qualifications

• Excellent organizational and project management skills
• Experience working with Global, National and Regional Channel Partners including SI and MSSP Partners
• Rich understanding of cybersecurity technologies and vendor landscape, including incident response, threat intelligence, and managed detection and response
• Prior experience with NGFW, EDR and SIEM systems, and data consumption capabilities including API’s, scripting, and data exchange formats
• Understanding of security technologies including whitelisting, micro-virtualization, behavioral analysis, machine learning
• Ability to travel up to 50%
• B.S./B.A./M.S. degree or equivalent experience and training

About ExtraHop

At ExtraHop, we create great products because we give talented employees the freedom to be intellectually curious and creative. We seek a diversity of perspectives and foster employee quirkiness and spunk to help drive innovation. Every ExtraHop employee knows that we’re all in this together and that work is an important part of life so it should be fun. A sense of humor is required here, seriously!

We are the global leader with a novel approach to Security and IT Operational Analytics. Our market opportunity is greater than $20B and our solutions span all industries. Pretty neat, huh? If you want to join a fun team that produces award-winning products that provide tremendous business value and delight customers, then ExtraHop is the company for you!

Founded by engineers, ExtraHop is a Seattle-based technology company that delivers elegant solutions for the tech industry’s most challenging problems. 

As a privately held fast-growing technology leader in the $20B IT operations management space, ExtraHop Networks is positioned to be the next great systems company. We are known as innovators who take a smart, creative approach to solving problems. Our ExtraHop team and product line have received many awards, including wins in multiple categories of Best of Interop, a Gold Medal prize in Puget Sound Business Journal’s annual list of Washington’s Best Workplaces, and several Gold Stevie American Business Awards.

ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law #LI-BR1