The Director of Channel Sales will be responsible for developing and building out Automox’s partnership and channel strategy. Successful candidates will have demonstrated the ability to manage both the structure of an indirect channel (pricing, discounting, deal registration etc), along with the performance of these channels as well. Candidates will also have show aptitude for the development of new partnerships in line with the strategic objectives of the business. This role will report to the CEO and can be located anywhere in the US.
The fun stuff:
Build and execute an indirect channel strategy by assessing where Automox can generate the most sales momentum in the H1 of 2020. This strategy is focused on answering the questions of Who we need to be partnered with, and Why.
Build and maintain a scalable pricing strategy that strikes the balance between protecting channel partners and allowing Automox to continue a healthy direct sales motion.
Oversee all partner and channel contracts and agreements including, terms and conditions, discounting, support etc.
Implement a deal registration program along with product change requirements required for successful implementation.
Conduct QBRs and strategic planning exercises with each partner that evaluates performance and addresses gaps in the partnership agreement.
Work closely with the VP of Sales on defining the process and expectations of how partner leads are handed off and managed by the sales team.
Work hand in hand with our partner marketing team to ideate and develop innovative ways to incentivize partner and channel reps and keep Automox top of mind.
Deliver compelling sales training to partner and channel teams about why Automox, where we fit in the marketplace, and the customer outcomes achieved by including Automox in their deals.
Champion within Automox, key partner and channel requirements that reduce friction for our channel and partners making Automox a better fit for their customers, and making it easier for them to sell.
Manage the development of strategic relationships within the security ecosystem, by ensuring that key companies are up to date on the progression and innovation of Automox.
Participate in Automox’s strategic planning and acquisition strategy
6+ years of Channel development experience within the security industry
Who You Are…
A Leader: Experience and a proven track record in leading high performing teams.
Customer Obsessed: You demonstrate customer fluency by advocating their needs, understanding their friction and have the urgency to solve their problems.
An Extraordinary Communicator: Communication is the key to success. Regardless of your level or position, you treat people and their opinions with respect. You are able to be concise, articulate and honest in the delivery of your message.
Humbly Courageous: Learn through a willingness to fail, correct and move on.
Innately Curious: Status quo is not for you. You are inquisitive and remain open to new ideas and points of view. You seek to understand the ‘why’ and understand the how to our business.
A Thoughtful Decision Maker: Ability to make tough decisions by identifying the root cause and applying second-order thinking.
And Highly Impactful: Results speak louder than words and you have the drive and resilience to rapidly shifting priorities to meet business objectives.
At the top of the list is simply that you will have a will have a voice and an impact on the success of Automox and on the security of customers like NASA, Xerox, DollarShaveClub, TripAdvisor, GE Healthcare and more.
A strong proven leadership team backed by founders of Tenable, Carbon Black, RSA, AlienVault, Internet Security Systems, ThreatGrid, Phantom Cyber along with world-class venture capital.
Great downtown Boulder HQ - (Walk to lunch!)
Free Eco Bus Pass - (Office is right across the street from the Boulder bus station)
Participation in Automox Incentive Stock Option Plan
Open vacation policy - (take what you need to stay energized)
Standup desks, quiet spaces, and snacks and yes… coffee.
Rooftop deck and amazing views (we celebrate victories both big and small)
Monthly team-building rituals (hikes, ice cream breaks, lunch and learns, cross-team opportunities)