Channel Sales Director

EXCLUSIVE NETWORKS | Introduction

Exclusive Networks is the global cybersecurity go-to-market specialist that provides partners and end-customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization.

Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com.

At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realize their full potential.

DUTIES AND RESPONSIBILITIES | About the role

The Channel Sales Director directs and oversees the complete sales management of the Channel team in driving end to end process for achieving sales targets with Channel Partners.

The direction of growth from this channel segment will be delivered through three main types of activities under the managing of the Channel Sales Director:

1) managing channel sales team and implementing channel strategy to drive incremental sales growth.

2) business enablement to help partners grow and expand by cross and up selling.

3) plan, design and execute quarterly programs and promote adoption and success.

4) marketing and demand generation to increase sales opportunities and strengthen the Partner relationship.

The success of these deliverables will be measured based on successful execution of activities and initiatives resulting in increased bookings, gross margin and transactions from Channel.

This role will report to the Country Manager

As the Channel Sales Director you will:

• The Channel Sales Director is primarily responsible for Tier 2 key focused partners strategy, planning, development, implementation, operationalization and execution of GTM actions Partners.
• Define, develop and managing the overall market GTM strategy based on Tier 2 and key focused partners – including enablement, programs and offers, marketing and demand generation with support from the various functional stakeholders for eg. Marketing, Services, Operations etc.
• Plan quarterly enablement networking event and ensure required number of attendance (new and repeated) to win mindshare and loyalty from partners.
• Plan, execute quarter programs and offers, set targets and establish metrics, communicating and ensuring successful program awareness and adoption through qualified leads, number so transactions, closing the sales and quarterly or half yearly business update/review with key partners.
• Ensure that the end-to-end operations process is smooth for partners and aligned with internal guidelines.
• Monitoring closely and proactively to ensure Channel Sales Manager’s programs are operationally ready, presented to all key stakeholders for buy in and ready to be executed early within the quarter to achieve quarterly results.
• Managing Channel Sales Managers to drive healthy pipelines to include new and renewal business.
• Track Channel Sales Manager’s performance and reporting of channels results, bookings, program initiatives and provide enhancement recommendations to adjust course on programs / initiatives as required.
• Actively engage vendor(s) together with product and marketing team to design relevant and effective programs, initiatives, training and/or enablement requirements for partners.
• Be the focus point for potential partners. Carry out monthly planning sessions– deciding on new appointed partners, meetings and alignment of vendors’ strategy in marketing activities and campaigns.

QUALIFICATIONS AND EXPERIENCE | About you

The ideal Channel Sales Director:

• Proven track record in channel sales or account management, with at least 10 years of experience in the cybersecurity industry or a related field.
• Experience working with distribution partners and managing channel relationships is essential.
• Strong understanding of cybersecurity products, solutions, and market dynamics.
• Familiarity with the distribution landscape and best practices for channel sales.
• Excellent interpersonal and relationship-building skills, with the ability to manage multiple partner relationships effectively.
• Strong sales acumen, with a demonstrated ability to drive revenue growth through channel partners.
• Effective communication and presentation skills, with the ability to articulate complex cybersecurity concepts clearly.
• Analytical skills to assess channel performance and develop actionable insights.
• Bachelor’s degree in Business, Marketing, Cybersecurity, or a related field. An advanced degree or relevant certifications are a plus.

WHO ARE EXCLUSIVE NETWORKS? | Why work for us

We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations. Visit our website www.exclusive-networks.com.

We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need. Please click here to review our Diversity and Inclusion Policy for further information.

We care about your data: please click here to read our Recruitment Data Protection Policy prior to applying, and therefore sharing your data with us.

Our benefits include:

• Group Insurance
• Incentive/Commission
• Well Being Leave

If you think the open position you see is right for you, we encourage you to apply!
Our people make all the difference in our success.