Department: Americas Sales
Location: United States

Description

The Director of Channel, Americas role will be responsible for managing and driving business through our Partners. This role reports to our VP of Americas.

  • Continue to build Tufin’s reputation and leadership in Channel Go to Market strategies, structure, programs, policy and partner success
  • Build, own and execute Americas channel program
  • Constantly assess and identify ways to improve Tufin channel operations and processes, promoting ease of doing business for the partner community
  • Ability to track both quantitative and qualitative measurements of partner success, with a focus on activities that drive toward incremental pipeline creation and channel-originated bookings

Lead our channel Team to perform the following:

  • Develop existing key partner relationships and proactively identifying and recruiting new partners. 
  • Develop and execute the business plan for partners and grow revenue by driving channel programs and assisting partners in closing business.
  • Meet and execute partner enablement plans, educate and drive sales and pre-sales partner resources
  • Skilled at meeting and presenting Tufin’s value to potential partners and sell relationship to C level Executives both within a partner and at an end user account
  • Understand Partners Strengths and weakness
  • Craft and drive success against an agreed business plan with each partner
  • Build a strong pipeline based on existing customers and new business creation
  • Provide regular pipeline updates and lead generation activity reports
  • Coordinate sales/marketing campaign support to partners

Requirements

  • 10+ years of channel sales or channel management experience
  • Proven experience in building, hiring and leading a team.
  • Channel Sales/development in the software industry, with experience in the IT-security, firewall or cloud sectors
  • Proven track record in developing business and building long-term partner and client relationships
  • Demonstrate a sense of urgency while executing strategically. Possesses appropriate business discipline to facilitate quick and fact-based decisions and ensures accountability for execution.
  • Proven track record in performing well in a fast paced environment and organizational skills to manage multiple projects with tight deadlines effectively.
  • A collaborative and flexible style, with a strong service mentality
  • A bonus is knowledge of working with MSSP Partners
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