RVP Channel and Alliances Leader

3 weeks ago

New York, New York, United States Claroty Full time
About the Role

We are seeking a seasoned RVP - Channels and Alliances to lead our channel sales and partnership programs across the Americas region. As a key member of our leadership team, you will be responsible for driving revenue growth through a robust ecosystem of partners, including Value-Added Resellers (VARs), Systems Integrators (SIs), Managed Service Providers (MSPs), and technology alliances.

Key Responsibilities
  • Develop and execute a strategic channel and partnership plan to achieve revenue targets and expand market share in the Americas region.
  • Build and manage relationships with key partners, fostering strong collaboration and ensuring they are aligned with the company's goals and strategies.
  • Lead, mentor, and develop a team of channel sales professionals, ensuring high performance and effective execution of channel programs.
  • Collaborate with sales, marketing, and product teams to design and implement partner programs, incentives, and enablement tools.
  • Drive the recruitment, onboarding, and enablement of new partners, ensuring they are equipped to sell and support the company's solutions effectively.
  • Monitor partner performance, creating metrics and KPIs to measure partner success and optimize performance.
  • Work with the global alliances and channels teams to align regional strategies with the overall corporate objectives.
  • Stay current on industry trends, competitive landscapes, and emerging technologies to ensure the company remains a leader in the channel ecosystem.
  • Represent the company at industry events, conferences, and partner meetings, serving as a key spokesperson for the channel organization in the Americas.
Requirements
  • Bachelor's degree in Business, Sales, Marketing, or a related field; MBA preferred.
  • 10+ years of experience in channel sales, partnerships, or alliances in the technology or cybersecurity sector, with a proven track record of success in a senior leadership role.
  • Strong understanding of the channel ecosystem, including VARs, SIs, MSPs, and technology alliances, with experience in driving partner-led revenue growth.
  • Demonstrated ability to build and lead high-performing teams in a fast-paced, results-driven environment.
  • Excellent interpersonal, communication, and negotiation skills, with the ability to build relationships and influence across all levels of an organization.
  • Proven strategic thinker with the ability to execute and deliver results while balancing multiple priorities.
  • Experience with channel sales models, partner enablement, and go-to-market strategies.
  • Ability to travel as required (up to 50%).
Why Claroty?

At Claroty, we prioritize people first, customer obsession, strive for excellence, and integrity. We offer a dynamic and inclusive work environment, with opportunities for career growth and development. Our company culture values transparency, openness, and employee satisfaction, with regular feedback sessions and individual development planning. We also offer a hybrid working culture, allowing our team members to work in a way that suits their individual preferences and circumstances.

We are an equal-opportunity employer and are committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of all diverse backgrounds, and special accommodations are available upon request in all phases of the selection.

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