Head of Channel Sales
Corelight
By making evidence the heart of security, we help customers stay ahead of ever-changing cyber-attacks.
Corelight is a cybersecurity company that transforms network and cloud activity into evidence. Evidence that elite defenders use to proactively hunt for threats, accelerate response to cyber incidents, gain complete network visibility and create powerful analytics using machine-learning and behavioral analysis tools. Easily deployed, and available in traditional and SaaS-based formats, Corelight is the fastest-growing Network Detection and Response (NDR) platform in the industry. And we are the only NDR platform that leverages the power of Open Source projects in addition to our own technology to deliver Intrusion Detection (IDS), Network Security Monitoring (NSM), and Smart PCAP solutions. We sell to some of the most sensitive, mission critical large enterprises and government agencies in the world.
FUNCTIONAL RESPONSIBILITIES AND DUTIES
- Develop and execute a global distribution and reseller channel strategy and Global channel partners program aligned with the company's overall sales and business objectives, including the go-to-market and detailed plan for this channel.
- Together with Segment Vice presidents and Sales leaders, define the long-term revenue ambitions and lead the business planning for the Reseller Channel, including short and long-term targets per geography.
- Contribute to the preparation of the Global 2000, SLED, and Enterprise Segment strategy and lead the definition of the sales part of the strategy, including sales ambition.
- Oversee implementation of Global channel partner sales strategy and execution of processes connected to recruitment, onboarding, and management of the distribution and reseller channel partners, according to the partner's program.
- Led the global distribution and resellers channel sales teams to forecast revenue, track performance metrics, and ensure effective communication and collaboration between other sales teams and the reseller channel.
- Led selected Sales Programs/Projects, including the Global channel partners program to support the Sales Strategy and Plans for the Channel.
- Actively support the selling process via training and coaching of sales teams, co-selling partner visits, partner profiling, and enabling
- Actively support channel execution teams responsible for Strategic and Emerging market groups
- Establish and maintain strong relationships with key distribution and reseller partners
- Oversee that ongoing support, guidance, and resources are provided to channel partners to help them achieve their sales targets and maximize customer satisfaction.
- Define and align with other Channels promotions for the Distribution and Reseller Channel, and monitor its performance to support the segment KPIs and Goals.
- Define Sales Messaging, objection handling and general sales approach for the Channel.
- Formulate, prioritize and keep up to date reseller enablement programs, including training, marketing collateral, and sales tools, to ensure partners are well-equipped to sell and support our software solutions. Review final produced content.
- Collaborate as requestor with the marketing team to develop joint marketing initiatives and campaigns to recruit new channel partners, generate demand and promote the company's products through the reseller channel. Review the result.
- Gather Internal and External Insights, monitoring market trends, competitor activities, and partner feedback to identify new growth opportunities and adjust the channel strategy accordingly.
- Provide regular reports and updates to senior management on the status of the reseller channel, including key metrics, challenges, and opportunities, as well as updates to the Sales Strategy for the Channel, Go-to-market strategies and other relevant information to all Stakeholders.
- Exchange best practices and evolve them into standardized concepts.
We are proud of our culture and values - driving diversity of background and thought, low-ego results, applied curiosity and tireless service to our customers and community. Corelight is committed to a geographically dispersed yet connected employee base with employees working from home and office locations around the world. Fueled by an accelerating revenue stream, and investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight - we are rapidly expanding our team.
Check us out at www.corelight.com
Notice of Pay Transparency:
The compensation for this position may vary depending on factors such as your location, skills and experience. Depending on the nature and seniority of the role, a percentage of compensation may come in the form of a commission-based or discretionary bonus. Equity and additional benefits will also be awarded.