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Head of Channel Sales

2 months ago

Remote, Oregon, United States ReliaQuest Full time

Why it's worth it:



Join us as we pursue our mission to make security possible. We are focused on helping security operations teams force multiply their impact to increase visibility, reduce complexity and manage risk for the business.



As a global leader in Open XDR-as-a-Service, our flagship product, ReliaQuest GreyMatter, is a cloud-native Open XDR platform that brings together telemetry from any security and business solution—on-premises, in one or multiple clouds--to unify detection, investigation, response and resilience.



ReliaQuest combines the power of technology and 24/7/365 security expertise to give organizations the visibility and coverage they require to make their cybersecurity program more effective. Hundreds of Fortune 1000 organizations trust ReliaQuest GreyMatter to operationalize security investments to focus teams on the right problems, close visibility and capability gaps to proactively manage risk and accelerate initiatives for the business.



The everyday hustle:



Our customers tell us the cross-technology integration we provide via the ReliaQuest GreyMatter Open XDR-as-a-Service platform is critical to their success in managing and reducing risk for their business. We are looking for a Director of Channel Sales to help us deliver and articulate the value our customers require and have come to expect through stronger partnerships with Value-Added Resellers ("VARs"). This is an exciting opportunity to lead and grow a new function for the company.



You will be critical in driving growth by setting the strategy behind the VAR program, including sourcing, enabling, and growing partners to drive revenue. This incredibly strategic role will work with our sales, marketing, and product management teams to bring exciting new partnerships to market and drive value to our customers.



Our VAR strategy is critical to our growth, and we need you to bring your expertise, focus and energy to this high-profile position. A solid knowledge of working with VARs will help you to act as a bridge between our internal sales teams and external partners.



Do you have what it takes?

  • Channel experience: Working to build strong, productive relationships with existing partners, recruiting and onboarding new partners, and focusing on growing new business opportunities within each partner.
  • Go-to-market vision & strategy: Develop GTM plans and drive initiatives for ReliaQuest's key strategic partnerships that achieve our business objectives including, partner expansion and financial goals.
  • Sales Enablement: Work closely with sales, customer success, and sales enablement to ensure the value proposition, assets, training, support structures, and incentive plans are all in place for a strong sales motion.
  • Market and Competitive Intelligence: Be the expert on target partners, market trends, cyber security technology partners (e.g., Splunk, IBM, SentinelOne, CrowdStrike, etc.), and competitive offerings across the market and how this intersects with our channel partners. Use this to drive differentiation and influence overall planning.
  • Measuring success: Set targets as part of your go-to-market efforts, maintain a regional partner plan, and manage the team to exceed sales goals and KPIs.
  • Leadership experience: Experience building and developing a team.


What You'll Need

  • 10+ years of channel sales experience.
  • A proven track-record of driving continued partner growth and revenue.
  • Deep knowledge of VAR channels with extensive relationships.
  • Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations.
  • Motivated and focused self-starter with strong leadership skills who can multi-task.
  • Exceptional communication skills including listening, writing and public speaking.
  • Can work in a fast paced, high-growth environment.
  • Strong working knowledge of the cyber security space.
  • The role requires 40-50% travel, including travel to EMEA.


What makes you uncommon?

  • High-tech, start-up, rapid growth and/or publicly traded company experience.