VP, World Wide Channels
Anomali
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See open jobs at Anomali.See open jobs similar to "VP, World Wide Channels" General Catalyst.Boston, MA, USA
Posted on Friday, February 17, 2023
Company Description
Anomali, founded in 2013, is led by recognized industry leaders with decades of successful experience solving real-world SOC and security issues. Our sole mission is to help make enterprises more secure and maximize the return on their security investments.
Quite simply our sole mission is to help make enterprises more secure and maximize the return on their security investments. Anomali helps organizations find and respond to cyber threats. We bring to your security and threat intelligence teams the one thing that's been missing - external context. With Anomali you can now identify suspicious or malicious traffic before it even reaches your network. We turn threat intelligence into your cyber no-fly list, and seamlessly integrate this with your existing internal security and IT systems.
Position Description
In this highly visible role, you will author, manage and scale a world-class channel business initially focused on key cyber resellers, distributors, GSI's and MSSP's in the key markets in the US, UK, DACH, Middle East, India, Singapore, Japan and ANZ. We want to build an Anomali partner eco-system that will not only open up new markets for Anomali but also increase the yields of our sales team. This position will report to the Chief Revenue Officer. Notwithstanding there will be significant interaction and cooperation with the executive team, finance, marketing, and partner organizations who will all participate in the selection process. For focused individuals who thrive in an environment of change and who have demonstrated a highly successful track record, this position provides high visibility and an ability for financial rewards through the monetization of their stock options and an uncapped compensation plan. While we seek an independent, autonomous and creative performer, this individual must also be a “team player” who can successfully partner within the company as well as with Anomali’s partner ecosystem.
Performance Requirements (Knowledge, Skills and Abilities)
• 10 + years of enterprise cyber security software executive channel sales experience, (defining and building a world-class channel cybersecurity channel program with its initial focus on VAR's, Distribution, GSI's and MSSP's)
• Knowledge of the cybersecurity partner ecosystem specifically MSSPs and cyber security resellers and distributors such as Optiv, Guidepoint, Set Solutions, WWT, Trace3, Carahsoft, Starlink, ACA, Cannon and others.
• Proven history of meeting, if not exceeding, performance expectations; quantitative and qualitative
• Comfort with an enterprise and transactional sales model; specifically enabling the direct sales team to leverage the partner ecosystem to achieve higher sales yields.
• Drive an equal share of pipeline between sales, marketing and channel through deal registration and deep partnerships.
• Build mutually agreeable annual business plans between our key partners, distributors, MSSP's and GSI's that have revenue targets and milestones.
• Experience and credibility selling at the CxO and senior sales business manager level; building out business cases to underscore go-to-market selling opportunity for partners
• Technical acumen but with the ability to translate it to business value
• High intellect and the capacity to multitask
• Excellent analytical skills with strong attention to detail
• Excellent written and verbal communication skills
• Demonstrated proficiency with Microsoft applications, Excel, PowerPoint and MS Word
• High proficiency in SFDC
• Strong executive presence
• Excellent qualifying and closing skills
• Bachelor’s Degree in Business Administration or related field
Responsibilities
• Build the framework for a world-class channel program for market leading cyber security resellers, MSSP's, GSI's and Distributors. Submit a plan with identifying the resources necessary to hit measurable metrics of success
• Develop KPIs to measure success and progress of the partner program; reporting at the BoD
• Work with channel marketing and enablement to develop a world class partner enablement program.
• Leverage the corporate marketing assets to build a channel field marketing program
• Develop and manage key executive relationships with strategic partners.
• Be a key source of insight into competitive and partner landscape/strategy/news.
• Work closely with product, engineering and marketing teams to translate business goals into a GTM plan with the partner ecosystem.
• Build internal engagement model to help the sales team understand the alliance value proposition and how to leverage their offering to help Anomali increase ARR.
• Review, draft and manage partner agreements (necessary to modify existing agreements if necessary)
• Manage program/project schedules and associated dependencies, identify risks and communicate to key stakeholders. Drive issues to logical closure.
• Enter reliable forecasting and account/opportunity details in SFDC on a timely basis.
• Drive the existing AWS partnership forward. Build a mutually agreeable plan that increases revenue and our position in the marketplace.
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
This job is no longer accepting applications
See open jobs at Anomali.See open jobs similar to "VP, World Wide Channels" General Catalyst.