About the role
About Netskope Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security. Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive. Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter @Netskope . About the position: The Vice President, Channel Sales will be a key leadership role, responsible for developing and executing Netskope's channel strategy to drive revenue growth through our partner ecosystem, including resellers, distributors, systems integrators, and managed security service providers (MSSPs). This role requires a deep understanding of the security and networking channel landscape, strong relationships across the partner community, and a proven track record of building and scaling high-performing channel programs. You will lead a team of channel professionals, fostering their growth and development while driving partner-sourced and partner-influenced revenue.
Responsibilities: Channel Strategy Development: Formulate and implement a comprehensive channel strategy aimed at expanding Netskope's partner ecosystem and achieving revenue growth objectives. Collaborate with marketing, product, and direct sales teams to ensure alignment and maximize channel effectiveness. Team Leadership: Recruit, lead, manage, and cultivate a high-performing team of channel professionals, including channel account managers, partner development managers, and channel marketing specialists. Partner Relationship Management: Build and maintain robust relationships with key resellers, distributors, and MSSPs, understanding their business models and enabling them to effectively position and sell Netskope's solutions. Partner Program Development: Design and evolve tiered partner programs, incentive structures, deal registration processes, and enablement resources that drive partner engagement and reduce channel conflict. Co-Selling and Pipeline Development: Partner with direct sales leadership to drive joint go-to-market motions, ensuring smooth collaboration between direct and channel sales teams on shared accounts and opportunities. Contract Negotiation and Execution: Partner with cross-functional teams to negotiate and finalize partner agreements, ensuring favorable terms and a seamless partner onboarding experience. Market Intelligence and Analysis: Remain informed about industry trends, competitive channel dynamics, and shifts in distributor and reseller landscapes that influence channel strategy. Process Improvement: Continuously assess and enhance channel processes, tools, and partner enablement programs to optimize overall performance and productivity.
