Director of Channel Sales (West)

• The Director, Channel Sales – West Region is a people-leader role responsible for driving channel strategy and execution across the West, in partnership with regional sales leadership
• This person will lead a team of Channel Sales Managers, own the full VAR relationship across the region, and build the programs, tools, and partnerships needed to scale Netskope’s channel business and exceed territory quota
• Lead and drive channel strategy and execution across the West Region, exceeding territory quota
• Lead a team of Channel Sales Managers across the West
• Manage all aspects of the VAR relationship across the West
• Lead business planning, product and sales training, marketing events, and demand generation for the region
• Partner closely with Regional Sales Managers and sales leadership to grow revenue across West Region territories, with a focus on national and regional resellers
• Develop and implement the West Region channel business plan in collaboration with Regional Sales Managers
• Recruit new partners in under-leveraged areas of the West to maximize revenue potential for Netskope solutions
• Build strong working relationships with strategic national VARs at the field level across the region
• Create tools and lead the development of internal processes to enhance and scale Netskope’s channel program in the West
• Coordinate channel enablement activities, SE training, and inside sales alignment across the region
• Maintain in-depth knowledge of key competitors and clearly articulate Netskope’s advantages to end users and partners
• Own deal registration, non-standard pricing, SPIFF payments, and sales process for the West Region

Benefits

• Family Medical Leave
• Flexible Work Schedule
• Remote Work Program
• Dental Benefits
• Disability Insurance
• Flexible Spending Account (FSA)
• Health Insurance Benefits
• Life Insurance
• Vision Benefits
• Commuter Benefits
• Company Outings
• Stocked Kitchen
• 401(K)
• Employee Stock Purchase Plan
• Paid Holidays
• Paid Sick Days

• Established relationships with key partners across the West Region
• Experience directly leading and developing a team (typically 7+ years)
• Strong understanding of the reseller business model and how Netskope fits within it
• A collaborative approach to working cross-functionally with all teams within Netskope
• Experience working with resellers as a Channel Account Manager, Account Manager, or Channel Sales Manager, with demonstrated readiness to lead a regional channel function (typically 10+ years)
• A proactive, results-driven approach to business development, with the ability to engage partner executives and clearly convey the value of Netskope to their business
• Willingness and ability to travel 60%+ across the West Region
• Strong proficiency with Salesforce.com
• Experience working with Netskope strategic partners such as Optiv, GuidePoint, Presidio, CDW, or SHI
• A track record of success and consistent over-achievement in previous roles
• Bachelor Degree preferred