Director, Global Channels & Partnerships

Company: Invicti Security
Location: Boston
Posted on: November 13, 2024

Job Description:

Director, Global Channels & PartnershipsInvicti is an application security leader empowering organizations to continuously secure their web applications and APIs through all stages of the software development lifecycle. Exclusively focused on this space for more than 15 years, Invicti's products Netsparker and Acunetix bring security and development teams together to protect company data from breach through industry-leading Discovery, Dynamic Application Security Testing (DAST), Interactive Application Security Testing (IAST) and Software Composition Analysis (SCA).Invicti's proprietary Proof-Based Scanning technology is the first to deliver automation verification of vulnerabilities and proof of exploit, returning crucial time to development and security teams for critical projects and innovation. Invicti serves more than 3,500 companies and public sector agencies worldwide including NASA, Samsung, IBM and Verizon.Who You Are:You're a results-oriented, data-driven leader with a proven track record in performance-based environments. You're proactive by nature and hold the effective management of internal and external stakeholders in the highest regard. You're all about developing and executing strategic plans that foster strong relationships with partners to drive growth and innovation forward.What You'll Be Doing:The Director of Global Channels & Partnerships will be responsible for driving partner-enabled growth and establishing strategic alliances with other security vendors and marketplaces. This role will play a crucial part in the global sales leadership team, focusing on long-term strategies for partner growth, leading teams responsible for resell, distribution, and MSP sales, enhancing operational efficiencies for internal stakeholders, and refining the partner program to better serve our partner ecosystem.

• Lead the end-to-end channel GTM strategy, encompassing channel recruitment, partner readiness, and serving as an advocate for Invicti among our channel partners.
• Enhance Invicti's existing channel sales strategy and plans, evaluate current partner programs, cultivate new partner relationships, and drive new revenue streams.
• Develop a clear, well-defined vision and execution plan aligned with fiscal year priorities and revenue growth targets for the team and the broader organization.
• Define the operational plan for the channel business, including systems, processes, KPIs, and personnel.
• Build a strong team capable of effectively recruiting, onboarding, and nurturing loyal, scalable partners, including VARs, Distributors, and MSPs.
• Collaborate closely with Marketing, Sales, and Product teams to create a proactive cross-functional strategy and advocate for partner needs.
• Oversee the development of channel marketing programs, improve the partner portal experience, enhance partner product certifications and training, and develop collateral.
• Lead the development and execution of individual marketing plans with partners to drive a joint pipeline.
• Manage a team of exceptional partner marketers to execute innovative marketing programs in collaboration with our channel and tech alliance.What You'll Need:
  • Proven experience leading global channels within a SaaS software company; prior experience in the security industry is a plus.
  • Recognized as a global channel executive with a strong network of global and regional distributors, resellers, and MSPs.
  • Demonstrated ability to recruit, inspire, develop, and retain high-performing channel sales professionals, with most meeting or exceeding annual targets.
  • Successful track record in global channels strategic planning, achieving sales targets, and managing sales forecasts with various partner types, including VARs, Distributors, and MSPs.
  • Proficiency in defining joint value propositions, messaging, positioning, and, in some cases, packaging and pricing with ecosystem partners.
  • Track record of building global channel marketing strategies for growth and scalability.
  • Experience in planning and executing global business and marketing plans.
  • Strong results-oriented mindset with exceptional decision-making and analytical skills, capable of prioritizing multiple objectives while meeting tight deadlines.
  • A balanced approach of strategic thinking and flawless execution with direct and indirect reporting relationships.
  • Effective interaction and influence with C-level executives, Board members, and team colleagues.Why Invicti:Your Health & Wellness Matters:
    • Health Insurance: Taking care of our team goes beyond the office. We cover 100% of employee health care, vision, and dental premium costs. For dependents, we contribute 75% of the health care and 50% vision/dental premium cost, so you can be sure that you and your family are in the best possible health. Coverage is effective on your first day.
    • Employee Assistance Program: Emotional Support Counseling services - 24/7 Life Coaching, Dependent Care, Elder Care, Financial & Legal Support, Wellness Coaching, New Parent Support and more.
    • Parental Leave: 16 weeks paid leave for birthing parent recovery. 4 week paid leave for non-birthing/bonding parent.
    • 401(k) Savings Plan: 50% up to 6% company match with 100% annual cliff vesting.We Value Adult/Life Balance:
      • Hybrid and Remote Working.
      • Discretionary Time Off: Enjoy a flexible vacation schedule where you do not have to wait to use time off until it is accrued.
      • Quarterly Thrive-Wellness Days: One extra vacation day per quarter where the entire company takes a break from normal, daily activities to refresh and rejuvenate.
      • Volunteerism Time Off: 5 days of paid time off each year to participate in the volunteer activities of your choice.We Value You:
        • Employee Recognition: Ongoing recognition & rewards. A Culture that emphasizes personal and professional growth.At Invicti, we embrace diversity and individuality in all forms. Discrimination has no place here - regardless of race, religion, gender, age, ability, sexual orientation, or any other aspect that makes you unique. We're all about creating a space where everyone feels valued and included. So come as you are and join us in shaping the future of our industry.
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