Director, Channel Sales - West
About the role
The Director, Channel Sales for the West Region will lead channel strategy and partner relationships across the territory while supporting multiple (7–10) sales teams. This strategic contributor will drive sales/marketing programs, act as the primary liaison within the reseller base, and be responsible for meeting the assigned quota and leading the channel team’s performance.
Responsibilities
- Lead and drive channel strategy and execution across the West Region, exceeding territory quota
- Manage all aspects of the VAR relationship across the West
- Lead business planning, product and sales training, marketing events, and demand generation for the region
- Work closely with Regional Sales Managers and Sales leadership to grow revenue across West Region territories by focusing on national and regional resellers
- Develop and implement the West Region channel business plan with input from Regional Sales Managers
- Recruit new partners in under‑leveraged areas of the West to maximize revenue potential for Netskope solutions
- Work closely with strategic national VARs at the field level across the region
- Create tools and lead development of internal processes to enhance and scale Netskope’s channel program in the West
- Coordinate channel enablement activities, SE training, and inside sales organizations across the region
- Maintain in‑depth knowledge of key competitors and articulate Netskope’s advantageous position to end users and partners
- Own deal registration, non‑standard pricing, spiff payments, and sales process for the West Region
Requirements
- 10+ years of experience working with resellers as a CAM, Account Manager, or Channel Sales Manager, with demonstrated readiness to lead a regional channel function
- Hunter mentality — ability to engage partner executives and demonstrate Netskope’s value
- Executive‑level relationships with key partners across the West Region
- Experience with Netskope strategic partners: Optiv, Guidepoint, Presidio, AccessIT, Stratascale/SHI
- Deep understanding of the reseller business model and how Netskope fits into that model
- Team player – able to lead cross‑functionally and collaborate with all functional groups within Netskope
- Track record of success and over‑achievement in previous positions
- Expertise in Salesforce.com
- 60%+ travel required across the West Region
- Bachelor’s degree preferred
Compensation
The salary range for this position is $250,000 – $350,000 USD (national range). The posted range represents the On‑Target Earnings (OTE), which includes base salary plus target commission at 100% goal achievement. Candidates may also be eligible for a bonus plan (for non‑sales roles) and a stock award program.
Benefits
Employees are eligible for a comprehensive health plan and additional benefits detailed on the Netskope Benefits site, as well as participation in the stock award program.