Director, America Channel Sales

Director, America’s Channel Sales

We are seeking a leader who can lead and grow the North America Channel business.  You will have a consistent track record of exceeding revenue targets and proven expertise in building and leading high performing sales organizations.  You will have passion, skills, and the drive to win as a team.  We need an individual who will own the on-going strategy development for our channel business, selectively increase GTM with the partner network, elevate our partner program to the next level and win new customers through Channels.  Our Channel leader will set direction, think out of the box and drive adoption of traditional reseller routes, along with AWS and the MSSP platforms.  
 
Additionally, the candidate will collaborate with the Sales Team across the America’s (North America, South America, Central America) to facilitate enablement and advocacy of key Alliances partners for them to refer opportunities to Forcepoint. The candidate will be committed to excellence and will bring enthusiasm, expertise and creativity to our company. 
 
Responsibilities 

• Directly lead the Channel Team in North America and work closely with assigned technical resources and other functional teams. 

• Directly lead the Distribution Account Manager  

• Accurately forecast quarterly and annual revenue numbers for assigned region, with dedication to the number and to deadlines. 

• Effectively manage the segment by considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results. 

• Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region. 

• Unearth customer insights, define value proposition, determine appropriate sales and marketing strategy to maximize growth objectives. 

• Develop plans to enhance existing partnerships and accelerate new business acquisition by truly understanding the sweet spot of each partner and then developing relationships and business plans accordingly.  Be comfortable working across multiple Routes-to-Market such as Distributors, Value-Added Resellers, Systems Integrators, MSPs, and OEMs. 

• Enable and/or support the development of new initiatives in cooperation with Marketing, Sales, Product Management, Partners and other internal teams to drive new monetization. 

• Build critical relationships within partners with specific emphasis towards building trust and growing that partner business 

• Represent the interests of partners within Forcepoint to elevate our partner relationship and build maximum awareness within Forcepoint, ensuring that critical internal organizational resources are marshalled strategically and effectively to demonstrate that Forcepoint supports the needs of the partners’ products and services and sales are facilitated. 

• Use CRM systems (Salesforce) and Analytics extensively. 

• Some travel, as required, to prospects, customers or marketing events within territory (40-50% travel). 

 
Required Skills/Experience 

• Must have 10+ years of previous software sales including channel/business development and management experience. 

• Ideally will have domain expertise in selling Cyber Security solutions / Security Software through the Channel.  Have a passion for securing the Enterprise. 

• Self-motivated individual not afraid of rolling up his/her sleeves to get the job done 

• Comfortable working in fast-changing environments where change is the only constant.  Adept at managing through change and minimizing business disruption during transformational efforts 

• Exceptional verbal and written communication skills. 

• Adept at balancing intense short-term pressures with overall long-term goals 

• Ability to effectively collaborate in a matrixed organization with an Forcepoint and partner first mindset 

• Inspire teams, plan initiatives, designate priorities, and be decisive when faced with ambiguity 

• Focus on execution and results – establishing high standards for performance, follow through and holding people accountable for results 

• Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value