Director, Channel Sales Engineering at ExtraHop

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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

#LI-BR1

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?   

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • CassandraDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • AsanaManagement
    • JIRAManagement
    • DrupalCMS
    • SalesforceCRM
    • Oracle EloquaLead Gen

What are ExtraHop Perks + Benefits

Culture
Volunteer in local community
Get paid to volunteer! ExtraHop introduced 24 hours of paid VTO or Volunteering Time Off this year. So far the greatest recipient of volunteer hours is a non-profit focused on food insecurity.
Partners with Nonprofits
ExtraHop has partnered with IGNITE and The Mona Bailey Institute for years.
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Highly diverse management team
Unconscious bias training
Education, a pillar of our DEI Framework, includes a 2-part series on unconscious bias and inclusivity. As part of the program, we crowdsourced formal inclusive meeting norms from ExtraHoppers.
Diversity manifesto
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Paid industry certifications

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