National Channel Sales Manager
We are ExtraHop. We're on a mission to provide security teams with the intelligence they need to confront and stop advanced threats like supply chain attacks, zero day exploits, and ransomware attacks. Cyber attackers still have the advantage. We’re taking it back with creativity, intellectual curiosity, and a sense of humor. Are you ready to help us reclaim the upper hand?
ExtraHop is leading the growth in the hot network detection and response (NDR) space, where we analyze network traffic to provide Complete Visibility, Real-Time Detection, and Intelligent Response for customers around the globe to secure their critical assets. Our solution is the first and only SaaS-based NDR solution on the market, allowing our partners to capitalize on the growth of hybrid environments by allowing their customers to more effectively manage Security and Network Operations globally.
Duties and Responsibilities
A successful candidate will demonstrate their ability to build relationships, develop account plans and joint go-to-market solutions, and execute to drive partner initiated opportunities. This individual will drive field engagement between ExtraHop and CrowdStrike field sales and channel teams to meet and exceed assigned sales targets, closing new logo accounts and expanding with new projects in existing customers. This candidate may also be called upon to drive relationships and new opportunities with other technology alliance partners that complement ExtraHop and CrowdStrike.
This National Channel Sales Manager is a senior position that requires an individual who has successfully managed one or more National Technology Resellers and Systems Integrators (e.g., ePlus, Presidio, Sirius, WWT, NTT, GuidePoint) at a headquarters and field level. This individual will drive field engagement between ExtraHop and National Partner sales leadership and field teams to meet and exceed assigned sales targets, closing new logo accounts and expanding into new projects with existing customers.
- Demonstrated and credible ability to lead National Partner relationships, including with executives, sales leaders, sales engineering, and field sales teams
- Present and demonstrate ExtraHop products and joint solutions to both partners and prospective customers
- Prepare and implement partner plans that identify growth strategies, goals, and tactics
- Ensure field sales teams are working together in the sales process, including lead generation, deal registration, accurately forecasting, and opportunity tracking
- Prepare and maintain an accurate sales forecast of joint opportunities with your partners
- Provide regular reporting of Channel activity and forecasts using Salesforce.com
- Help evolve the ExtraHop Panorama partner program by introducing creative ideas, enablement exercises, sales strategies, and partner incentives to drive growth
- Share competitive feedback and other field intelligence from customers and partners
- Experience with Cloud and/or Managed Security Services solutions is a plus
Required Qualifications and Experience
- 8+ years of channel sales experience -- Cybersecurity experience required, Cloud experience strongly preferred
- Existing senior level and field sales relationships within National Partner accounts in North America -- including within their Security and Cloud business units
- Demonstrated ability to secure meetings and achieve meaningful sponsorship with senior-level executives
- Solid understanding of cybersecurity, cloud and enterprise networking technologies
- Exceptional communication, organizational, and interpersonal skills
- Strong independent work ethic and experience working in a late-stage startup culture
- Demonstrated acumen to articulate a complex value proposition in a differentiated and compelling manner
- Four-year degree or equivalent in a related discipline (e.g., IT, computer science, business, engineering)
- Meet requirements to travel 50% or more
#LI-BR1
ABOUT EXTRAHOP
Cyberattackers have the advantage. ExtraHop is on a mission to help you take it back with security that can’t be undermined, outsmarted, or compromised. Our dynamic cyber defense platform, Reveal(x) 360, helps organizations detect and respond to advanced threats––before they compromise business operations. We apply cloud-scale AI to petabytes of traffic per day, performing line-rate decryption and behavioral analysis across all infrastructure, workloads, and data-in-flight. With complete visibility from ExtraHop, enterprises can detect malicious behavior, hunt advanced threats, and forensically investigate any incident with confidence.
ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. In 2020, we’ve already been named a “Best Place to Work” by Inc., Computerworld, BuiltIn Seattle and Seattle Business Magazine, and we’ve been named to Wealthfront’s Career-Launching Companies list for the last four years. Forbes named ExtraHop to its 2020 AI 50 List, as well as the list of “20 Best Cybersecurity Startups to Watch.” In 2019 and 2020, JMP Securities put ExtraHop on its Elite 80 List as one of the most strategically positioned private companies in the cybersecurity industry. SC Media has named ExtraHop an Industry Innovator for enterprise network detection and response for the past two years.
We offer compelling benefits* to our employees, including:
- Health, dental, and vision benefits
- Generous Paid Time Off and Holidays + Paid Volunteer Time
- FSA and Dependent Care Accounts + EAP where applicable
- Educational Reimbursement
- 401k or Pension where applicable
- Pet Insurance (US only)
*Benefits outside of the US vary by region.
We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this truly unique environment. At ExtraHop, we believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level. This is the foundation of our success.
We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon capabilities and qualifications without discrimination on the basis of race, creed, color, religion, sex, gender identification and expression, marital status, military status or status as an honorably discharge/veteran, pregnancy (including potential pregnancy, pregnancy-related conditions, and childbearing), sexual orientation, age (40 and over), national origin, ancestry, citizenship or immigration status, physical, mental, or sensory disability , HIV/AIDS or hepatitis C status, genetic information, status as an actual or perceived victim of domestic violence, sexual assault, or stalking, or any other protected class as established by law.
Our people are our most important competitive advantage, leading the charge against nation-states, cyber criminals, and insider threats. Ready to join us?