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Director, Channel Sales (East)

Securonix

Securonix

Sales & Business Development
Boston, MA, USA
Posted on Saturday, June 22, 2024

Securonix provides the Next-Generation Security and Information Event Management (SIEM) solution. As a Gartner MQ Leader in SIEM for 5 years in a row, Securonix helps some of the largest organizations globally detect sophisticated cyber-attacks and rapidly respond to these attacks within minutes. The first to market with a fully cloud native, multi-tenant SIEM and UEBA solution, Securonix sells to the Global 2000. With the Securonix Unified Defense SIEM, organizations use our platform with SIEM, UEBA, SOAR and Threat Hunting capabilities to injest, normalize, correlate and enrich logs from over 700 data sources. We are the leader in TDIR for the detection of advanced persistent threats (APTs), insider threats, privileged account misuse and online fraud. Securonix pioneered the User and Entity Behavior Analytics (UEBA) market over 15 years ago and holds patents in the use of behavioral algorithms to detect malicious activities. The Securonix platform is built on big data Hadoop technologies, and with an embedded Snowflake Data Lake.. Our cloud platform is used by many of the most demanding SOC teams in the Fortune 500 across financial, healthcare, pharmaceutical, and manufacturing sectors.

POSITION SUMMARY:

We are looking to hire a dynamic, energetic, highly motivated Director of Channel Sales to build and lead Securonix (SX) efforts to engage, manage, and grow relationships with VAR partners assigned within a territory. A territory could be either comprised of multiple VARs, both national and regional or it could be multiple types of partners.

POSITION RESPONSIBILITIES:

  • Develop and execute strategic plans to expand Securonix's presence within assigned VAR accounts and geographies.
  • Coordinate, align and manage account planning Securonix field sellers to maximize pipeline development and opportunities with VAR field sales teams.
  • Work with VAR Field Marketing to engage, coordinate and drive joint field marketing partner events and activities. Demonstrate a history of partner field engagement across national VAR community.
  • Build and maintain strong relationships with VAR leadership and sales teams.
  • Recruit existing and new partners into the Securonix Elevate Partner Program.
  • Collaborate with internal Securonix teams to ensure smooth deal registration, quoting, and fulfillment processes.
  • Provide regular forecasts and pipeline updates to leadership.
  • Conduct training sessions to educate VAR partners on Securonix solutions.
  • Represent Securonix at industry events and partner conferences.
  • Enable partner personnel (as appropriate) for sales activities, and manage enablement for pre-sales, POCs, and implementation services with the appropriate SX pre-sales teams.
  • Educate about product portfolio and opportunity identification
  • Be the business manager between partners and Securonix. Engage the partner sales teams and leadership with Securonix senior management, sales and technical teams
  • Introduce and engage SX senior leadership (CRO, CTO, CEO, COO, VP of Sales, and VP of Channel Sales) to build productive business relationships with influential Partner senior leaders
  • Work with marketing team to develop partner marketing and promotion plans to increase brand awareness and loyalty.
  • Evaluate partner sales performance and recommend actions to increase revenues.
  • Address partner related issues, channel conflicts and pricing issues in a timely manner.
  • Develop and execute personal learning plan to stay current on competitive offerings and Securonix solutions for UEBA, Next Gen SIEM and Security Data Lakes.
  • Manage and report on assigned sales pipeline, forecast monthly sales and identify new business opportunities with SFDC dashboards and reports.
  • Create and execute business plans to meet sales goals, specifically new business goals.
  • Identify new prospects for joint engagement to grow pipeline of partner-sourced opportunities.

REQUIRED SKILLS:

  • 7-10 years’ experience in sales, with a minimum of 5 years in channel sales positions. Must have knowledge and professional relationships with partners within the territory.
  • BS/BA with 5 to 10 yrs. experience in the security industry and/or a channel sales career.
  • Demonstrated proficiency in G-suite, MS-Office apps and SFDC;
  • Superb communication and interpersonal skills; must be experienced working cross-functionally with sales, marketing and product teams.
  • Demonstrated track record of delivering new business results from the reseller market.
  • History and experience working with senior level management at partner organizations
  • ~50% travel

BENEFITS:

As a full-time employee with Securonix, you will be eligible for the following employee benefits:

  • Our medical insurance is with Cigna as we offer 4 plans to choose from. Our vision and dental insurance are both PPO plans.
  • Securonix pays for your STD, LTD and Basic Life AD&D benefit.
  • Securonix also provides you access to the Employee Assistance Program (EAP) at no cost. This program, available through Mutual of Omaha, provides professional, confidential telephonic or face-to-face counseling services to you and your loved ones.
  • With our 401(K) you are eligible to participate the 1st of the month, following 60 days of employment.
  • With our 401(K) you are eligible to participate the 1st of the month, following 60 days of employment.

Securonix is an equal opportunity employer committed to fostering an innovative, inclusive, diverse and discrimination-free work environment. Employment with Securonix is based on merit, competence, and qualifications. It is our policy to administer all personnel actions, including recruiting, hiring, training, and promoting employees, without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability, marital status, veteran status, or any other legally protected classification in accordance with applicable federal and state laws. Consistent with the obligations of these laws, Securonix will make reasonable accommodations for qualified individuals with disabilities.

Furthermore, as a federal government contractor, Securonix maintains an affirmative action program which furthers its commitment and complies with recordkeeping and reporting requirements under certain federal civil rights laws and regulations, including Executive Order 11246, Section 503 of the Rehabilitation Act of 1973 (as amended) and the Vietnam Era Veterans' Readjustment Assistance Act of 1974 (as amended.

Headhunters and recruitment agencies may not submit candidates through this application. Securonix does not accept unsolicited headhunter and agency submissions for candidates and will not pay fees to any third-party agency without a prior agreement with Securonix.

As part of our compliance with these obligations, Securonix invites you to voluntarily self-identify as set forth below. Provision of such information is entirely voluntary and a decision to provide or not provide such information will not have any effect on your employment or subject you to any adverse treatment. Any and all information provided will be considered confidential, will be kept separate from your application and/or personnel file, and will only be used in accordance with applicable laws, orders and regulations, including those that require the information to be summarized and reported to the federal government for civil rights enforcement purposes.