Director, Channel Sales Engineering
We are ExtraHop. We're on a mission to provide security teams with the intelligence they need to confront and stop advanced threats like supply chain attacks, zero day exploits, and ransomware attacks. Cyber attackers still have the advantage. We’re taking it back with creativity, intellectual curiosity, and a sense of humor. Are you ready to help us reclaim the upper hand?
ExtraHop’s Sales team is growing! We're positioned to be the next great systems company and are known to take smart, creative approaches to solving problems. Our platform for Network Detection and Response is a unique and powerful component of Security Operations. We offer strong comp plans, fair quotas, and the opportunity to work with other smart, hardworking people who are excited about creating the next great systems company in the Security market.
ExtraHop is searching for an experienced leader to take on the role of Director, Channel Security Architects. This position reports into the VP of WW Sales Engineering, while closely aligned with the VP of Channel Sales and the regional channel and field sales teams for sales/technical enablement, solutions and GTM offer creation, and lead generation with regional Partners. Travel will be required as you meet with Resale, SI, MSSP and Technology Partners to plan, train, attend joint sales calls, and close deals -- as well as occasional travel for internal meetings. You will lead a team of Channel Security Architects that will have a significant impact on the success of our Channel Sales team and their Partners. This is a strategic, influential position that contributes directly to the bottom-line health and high-velocity growth of the company.
About The Role
The Director of Channel Security Architects’ role is focused on technical business development with our vibrant Panorama Partner community. This is a player/coach role leading a team of Channel SAs that provide support, enablement, and guidance to ExtraHop’s strategic Channel Partners. You will be expected to take ownership of the technical design and management of strategic initiatives and programs relating to architecture, GTM solutions development, services delivery, partner training and enablement, as well as internally advocating for the Channel Sales organization cross-functionally inside of ExtraHop. The ideal candidate will have deep, technical knowledge and a keen eye for generating joint opportunity with Security Partners. Your team will own the development and execution of technology strategies, solutions, integrations and services to meet joint expectations and goals.
Responsibilities
- Manage the success, priorities and development of our Channel Security Architects.
- Build and develop close working relationships with global, national, and regional Channel Partners and their solutions architects and sales engineers to increase partner-initiated sales growth via new opportunities and bookings.
- Aide our Partners’ SEs with ExtraHop training and certifications. Enable Partner SEs to perform demos, whiteboards, POCs, installations, troubleshooting and their own internal training.
- Build and update Partner demo environments, enabling partners have the competency and ecosystem technology to effectively demonstrate to prospects and clients.
- Co-develop technical enablement certifications for Foundational, Champion and Expert level architects and engineers.
- Act as liaison between our Partners, Channel Sales team and technical staff to resolve outstanding issues and required assets.
- Develop process for effective communications and reporting on Partner field activities to Sales Engineering, Leadership, Channel Sales, Sales Enablement and others.
- Participate in national and regional Channel Partner and industry events including trainings and workshops, lunch & learns, and security conferences..
Requirements
- 5+ years of technical, channel leadership experience in global enterprise technology
- Strong and successful experience in a technical capacity in incident response services, attack and penetration assessments, or host-based security technologies, preferably working with large Service Providers, MSSP’s, or Consulting organizations
- Business development experience in a consulting and/or services environment
- Experienced in a security-focused technical lead and/or solutions architect role
Additional Qualifications
- Excellent organizational and project management skills
- Experience working with Global, National and Regional Channel Partners including SI and MSSP Partners
- Rich understanding of cybersecurity technologies and vendor landscape, including incident response, threat intelligence, and managed detection and response
- Prior experience with NGFW, EDR and SIEM systems, and data consumption capabilities including API’s, scripting, and data exchange formats
- Understanding of security technologies including whitelisting, micro-virtualization, behavioral analysis, machine learning
- Ability to travel up to 50%
B.S./B.A./M.S. degree or equivalent experience and training
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ABOUT EXTRAHOP
Cyberattackers have the advantage. ExtraHop is on a mission to help you take it back with security that can’t be undermined, outsmarted, or compromised. Our dynamic cyber defense platform, Reveal(x) 360, helps organizations detect and respond to advanced threats––before they compromise business operations. We apply cloud-scale AI to petabytes of traffic per day, performing line-rate decryption and behavioral analysis across all infrastructure, workloads, and data-in-flight. With complete visibility from ExtraHop, enterprises can detect malicious behavior, hunt advanced threats, and forensically investigate any incident with confidence.
ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. In 2020, we’ve already been named a “Best Place to Work” by Inc., Computerworld, BuiltIn Seattle and Seattle Business Magazine, and we’ve been named to Wealthfront’s Career-Launching Companies list for the last four years. Forbes named ExtraHop to its 2020 AI 50 List, as well as the list of “20 Best Cybersecurity Startups to Watch.” In 2019 and 2020, JMP Securities put ExtraHop on its Elite 80 List as one of the most strategically positioned private companies in the cybersecurity industry. SC Media has named ExtraHop an Industry Innovator for enterprise network detection and response for the past two years.
We offer compelling benefits* to our employees, including:
- Health, dental, and vision benefits
- Generous Paid Time Off and Holidays + Paid Volunteer Time
- FSA and Dependent Care Accounts + EAP where applicable
- Educational Reimbursement
- 401k with employer match or Pension where applicable
- Pet Insurance (US only)
- Generous Parental Leave
*Benefits outside of the US vary by region.
We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this truly unique environment. At ExtraHop, we believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level. This is the foundation of our success.
We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon capabilities and qualifications without discrimination on the basis of race, creed, color, religion, sex, gender identification and expression, marital status, military status or status as an honorably discharge/veteran, pregnancy (including potential pregnancy, pregnancy-related conditions, and childbearing), sexual orientation, age (40 and over), national origin, ancestry, citizenship or immigration status, physical, mental, or sensory disability , HIV/AIDS or hepatitis C status, genetic information, status as an actual or perceived victim of domestic violence, sexual assault, or stalking, or any other protected class as established by law.
Our people are our most important competitive advantage, leading the charge against nation-states, cyber criminals, and insider threats. Ready to join us?