ExtraHop is looking for a strategic and deal-focused individual to expand our footprint and bookings with global managed service providers (MSPs), including managed security service providers (MSSPs), managed detection and response (MDR) partners, and global systems integrators (GSIs). This Global MSP Channel Manager role reports directly to the Vice President of WW Channel Sales. The successful candidate will have experience and success managing MSP partnerships at both the headquarters and field sales level, building relationships with senior executives, developing joint GTM plans, and driving/closing new opportunities with ExtraHop and MSSP field sales teams to exceed your sales targets.

Your Responsibilities

• Drive qualified MSP opportunities and forecast accurately to achieve quarterly/annual targets.
• Work in partnership ExtraHop Sales and Channel Sales teams to recruit and onboard new MSPs and develop active and productive partnerships.
• Capture critical MSP feedback and distill the essential components so we can meet partner requirements and deliver exceptional solutions to our mutual customers.
• Build cross-functional partnerships internally across Sales, Channel, Customer Success, Legal, Finance, Operations, Engineering and Marketing teams to develop new program elements, content, process flows and internal support that leads to new opportunities.
• Develop MSP sales and presales competency across the ExtraHop global sales organization
• Produce annual contract value (ACV) bookings that meet or exceed your quota

Your Qualifications

• 7+ years of MSP/MSSP/GSI experience in the technology space, with significant experience developing and closing business via managed security service providers and global systems integrators.
• Background working internally with customer success, field & channel sales, business development, engineering, marketing and other teams on MSP/MSSP go-to-market offers.
• Successful track record developing relationships with key stakeholders and influencing decision makers at MSSPs, MDRs, RSIs and GSIs. Very comfortable with C-level, sales leadership field-level conversations.
• Gifted and passionate communicator that advocates for your MSPs while focusing on areas that lead to incremental revenue for ExtraHop and our MSP partners.
• Demonstrated ability to successfully lead cross-functional projects and drive business growth.
• Cybersecurity depth and exceptional communication skills around MSP offerings, value propositions, and business requirements. Includes managed services offerings via MSSPs, MDRs, VAR/SIs, GSIs, and other solution providers.
• Swiftly pivots between developing MSP offers and delivering bookings and new logos.

• Provides regular and accurate reporting and forecasting via Salesforce.com (SFDC)
• Positive, infectious attitude that allows you to build strong, virtual teams

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