Channel Sales Manager

About Netskope

Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security. 

Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive.  Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter@Netskope.

The Opportunity:

The Channel Sales Manager will come on board with the full support of the Netskope executive team and local sales reps and will support multiple sales teams in the territory. This is an amazing opportunity for the sales professional who has a history of completely dominating their territory and who wants to make an impact on building the next iconic cloud security company.

A key part of this role will be expanding our presence in the managed services market. You'll be responsible for recruiting, enabling, and managing Netskope's Managed Service Provider (MSP) partners, including service providers, helping them integrate and deliver our Security Service Edge (SSE) and Secure Access Service Edge (SASE) solutions to their end customers. You'll act as the primary liaison between Netskope and its MSP partners, driving mutual revenue growth and market share. This role requires a blend of sales acumen, technical understanding of cloud security, and a deep understanding of the MSP business model.

Key Responsibilities:

• Exceeding territory quota
• Partner Recruitment & Onboarding
• Identify, recruit, and onboard new MSP partners. 
• Guide partners through the Evolve Partner Program, ensuring they have the tools, training, and resources to successfully sell and deliver Netskope's offerings.
• Manage all aspects of the VAR relationship
• Business planning, product and sales training, marketing events, demand generation
• Work closely with Regional Sales Managers and Sale leadership to grow revenue in each territory by focusing on National and Regional re- sellers
• Develop and Implement regional business plan with input from Regional Sales Managers
• Recruit new partners in regions that are under-leveraged that can maximize the revenue potential for Netskope solutions
• Work closely with Strategic National VARs on a field level.
• Create tools and assist in the development of internal processes to enhance our current channel program
• Coordinate channel enablement activities, SE training and inside sales organizations
• Possess in-depth knowledge of key competitors and demonstrate the ability to articulate Netskope’ advantageous position to end users and partners
• Manage Deal Registration, Non-Standard Pricing, Spiff Payments, and Sales process

This is an individual contributor role, we need a high energy, dynamic individual that can think strategically and deliver/execute.

Required Skills & Experience:

• Minimum of 5+ years of experience in channel sales or partner management, with a strong focus on the Managed Service Provider (MSP) and service provider ecosystem.
• Hunter mentality – ability to get in front of partner executives and show the value of Netskope to their business
• Executive Level relationships with key partners in the region
• A strong grasp of the MSP business model and how to build profitable, long-term partnerships
• Has worked with Netskope Strategic Partners: MSP and Telco
• Understands the re-seller business model and how Netskope fits into that model
• Team Player – able to work well with all functional groups within Netskope
• Track record of success and over-achievement in previous positions
• Expert in Salesforce.com
• 60%+ Travel is required 

Education:

• Bachelor Degree preferred 

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Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.

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