Federal Channel Sales Director

At the end of this thrilling journey, you'll become a proud member of Hack The Box, with the ultimate mission to help redefine cybersecurity expertise. Get ready for an exciting adventure into the world of cybersecurity! 🚀🔒💻

✨The core mission of the Director of Federal Channel Sales:

The core mission of this role is to work closely with HTB Federal Sales to leverage external partners, driving long-term cross-sell and upsell opportunities through engagement with distributors. It involves aligning HTB teams—including partner marketing, enablement, and sales engineering—to effectively execute the channel strategy. Additionally, the role requires coordinating with the distributor to maximize the impact and performance of strategic partners. Driving incremental pipeline growth will be the goal, while achieving incremental revenue growth, and ensuring that the channel contributes 75%-80% of the total federal business.

🍺 The fellowship you’ll be joining:

This role will report directly to the VP of Global Channel Sales and will work closely with various functions across HTB, including Revenue, Marketing, Legal, Operations, Enablement, and Product Management.

⚔️ Technology tools & weapons you’ll be using:

Hubspot, ZiftOne, Highspot, Gong, Jira, EveryoneSocial

📚 Interesting resources you should check:

To better understand how we help organizations grow their cybersecurity capabilities, we highly recommend you review two customer stories:  &

You may also enjoy reading a couple of employee stories:

🚀 The adventures that await you after becoming the Director of the Federal Channel Sales at Hack The Box:

• Aligns cross-functionally on sales-oriented activities, including marketing (field and digital), sales, promotions, trade shows, and coordination of Partner Enablement.
• Collaborate with HTB sales executives to leverage external partners including Global System Integrators, Managed Service Providers, and Alliances (Telco, OEM, Cloud) to deliver longer-term, cross-sell/upsell through joint engagement with distribution.
• Work to evolve emerging partners as potential future Strategic Partners thus improving the HTB Partner Ecosystem. 
• Working with distribution to coordinate and maximize the development of Emerging Partners. 
• Achieve 4x partner pipeline generation from the named set of partners as well as sales, pre-sales and services enablement of those partners.
• Closely aligning with sales to execute contract strategies, deal structure, and partner selection.
• Driving customer satisfaction, ensuring targets are consistently met or exceeded by Partners.

🏆 Skills, knowledge, and experience points required to unlock the role of Director of Federal Channel Sales at Hack The Box:

• Extensive understanding of the government procurement process and its associated requirements.
• Proven experience in providing precise monthly and quarterly forecasts.
• Deliver leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner.
• Experience in partner enablement, GTM strategies, Partner Business Planning and Account Reviews.
• Ability of growing indirect revenue by analyzing data and creating an actionable plan to grow revenue.
• Openness to traveling across various regions, including participation in all business reviews and occasional meetings.
• Experience with Resellers, GSI's, CSP’s, ISVs, Telco Carriers and Distribution to increase market share and grow revenue is preferred
• Strong collaboration abilities with both internal and external teams.
• Excellent abilities in communication, presentation, prioritization, time management, and negotiation with stakeholders at all levels.

🕹️ What your Hack The Box adventure will have in store:

🎯You'll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large.

🎯 You'll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy.

🎯 You'll embark on an exciting journey of continuous learning and problem-solving, leveling up as our organization grows.

🎯 Most importantly, you'll have a blast at HTB 🥳 because fun is an essential ingredient in our recipe for success! Just wait until you see our global meet-ups!

💰The gems you’ll be enjoying as a Director of Federal Channel Sales:

• Private insurance, Dental & Vision, 401K
• Paid paternity & maternity leave
• 25 annual leave days
• Home Office Allowance
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings; so you can learn how to hack 😉

🗺️ The Quest of Becoming Hack The Box’s Director of Federal Channel Sales:

• Level 1: To complete level one’s objective, submit your application. 
• Level 2: Meet the Talent Acquisition team. Level’s objective: highlight your past achievements, ambitions, and values.
• Level 3: Meet the hiring manager. Level’s objective: connect with the hiring manager and share with them your achievements. 
• Level 4: Complete an assignment that aligns with day-to-day job-related tasks and responsibilities.
• Level 5: Congratulations! Not many reach this level 💪. Level’s objective: have a constructive, final conversation with senior leadership to explore the role and your future at HTB. 
• Level 6: You've officially received an offer from HTB! To complete the last level and the Quest, all you need to do is accept the offer. 
• Quest complete. Congratulations, you’re officially one of us 🥳🎉🎇Your next quest: complete the onboarding.

Hack Your Career, Today. Join us in this epic adventure of cybersecurity at Hack The Box! 🚀🔒💻

At Hack The Box, we are on a quest to find the most exceptional and enthusiastic talent to join our team. Whether or not you consider yourself a gamer, we value what makes you unique and want to know more about you. This job post provides just a glimpse of the incredible gamified experience our business and consumer customers enjoy through our platforms. So, if you're ready to embark on a journey of disruption, growth, and adventure, we can't wait to meet you!

ABOUT HACK THE BOX

Hack The Box is the Cyber Performance Center with the mission to provide a human-first platform to create and maintain high-performing cybersecurity individuals and organizations. 

Hack The Box is the only platform that unites upskilling, workforce development, and the human focus in the cybersecurity industry, and it’s trusted by organizations worldwide for driving their teams to peak performance. Offering an all-in-one environment for continuous growth, assessment, and recruitment, Hack The Box provides solutions for all cybersecurity domains. 

Launched in 2017, Hack The Box brings together the largest global cybersecurity community of more than 3 million platform members. Rapidly growing its international footprint and reach, Hack The Box is headquartered in the UK, with additional offices in the US, Australia, and Greece.

🚨 Exciting News:

• Get the most important updates on HTB’s !
• We are super proud to share that HTB’s all three entities across the , , and  have been Certified as a Great Place to Work (Oct 2023-Oct 2024). 
• Take a sneak peek at  and our . Get more insights about our HTB culture and employee experience by visiting the “” section of our site, our , and .

At Hack The Box, we are committed to fostering a diverse, inclusive, and equitable workplace. We believe that diversity enriches our performance, services, and the communities we serve. As such, we ensure that all job applications are considered solely based on merit, skills, and qualifications. We do not discriminate on grounds of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are dedicated to providing a fair and respectful work environment that reflects our values.

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