Director, Channel Sales - West

About the role

Join the Future of Security at Netskope Netskope (NASDAQ: NTSK) is a leader in modern security and networking for the cloud and AI era. We secure and accelerate cloud, data, and AI in real time, everywhere. Thousands of customers, including more than 30 of the Fortune 100, trust the Netskope One platform, its Zero Trust Engine, and the powerful NewEdge network to gain full visibility and control without performance trade-offs. At Netskope, our technology is driven by our greatest strength: our people. We believe that belonging powers innovation, and success is both personal and organizational. We embrace differences in gender, ethnicity, beliefs, ability, and identity, creating an environment where every voice is heard and respected. We empower our employees to bring their authentic selves to work, grow their careers through continuous education and mentorship, and lead with transparency and curiosity. Join a team where you belong, where you are encouraged to be an entrepreneur, and where together, we continue to redefine the landscape of security.

About the position: The Director, Channel Sales will come on board with the full support of the executive team and local sales reps. This is an amazing opportunity for the sales professional who has a history of completely dominating their territory and who wants to make an impact on building the next iconic cloud security company. This position will serve as the Director, Channel Sales for the West Region for Netskope, leading channel strategy and partner relationships across the territory while supporting multiple (7–10) sales teams. The Director, Channel Sales is a strategic contributor to sales/marketing programs, a leader of the regional channel function, and the primary liaison within the re-seller base for Netskope in the West. Responsible for meeting assigned quota for the region and for leading the channel team's performance across the territory.

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 re-sellers
• 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 get in front of partner executives and show the value of Netskope to their business
• Executive