VP of Global Channels & Alliances

About the role

The VP of Global Channels & Alliances is responsible for building, leading and executing the global partner channel strategy. This person is responsible for the management and growth of focused partnerships and alliance relationships to create a global ecosystem of resellers, distributors, marketplaces, MSPs and technology alliance partners that will allow AppGate to scale our reach into both Commercial and Federal markets.

Key Responsibilities

• Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs and all other aspects of partner account management in a "partner first" sales and delivery model
• Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, referral, MSPs, cloud marketplaces etc.)
• Manage and report on targets/KPI's, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets
• Develop and execute sales plans including strategy and tactical partner account management execution plans
• Collaborate with Sales leadership to execute on all partner related company objectives
• Collaborate with supporting stakeholders (Revenue Operations, Marketing, Sales Engineering) to develop and deliver partner enablement programs
• Evangelize the partner strategy with key stakeholders throughout the organization
• Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function
• Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy
• Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (CEO/CRO level) on a regular basis

People Management

• Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue
• Build and support a team of Channel Managers to achieve overall channel revenue objectives and KPI's
• Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
• Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision
• Match employee skills and talent to tasks to ensure optimal engagement and performance
• Establish and maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders
• Responsible for the life cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required)

Required Qualifications

• 15+ years of related experience in Software and/or SaaS Partner/Alliance/Sales roles, including 10+ years of channel team leadership preferred
• Proven experience developing joint partner go-to-market strategies and executing partnership business plans
• Professional network and relationships in the Cybersecurity & Infrastructure channel ecosystem
• Undergraduate degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• Proven ability to develop and execute successfully on a global channel strategy across a diverse partner/alliance ecosystem
• Responsiveness & Discipline: A proven track record of operating effectively in a fast-paced, high-visibility environment, with a high degree of responsiveness to time-sensitive leadership requests
• Knowledge of networking and security technologies preferred; familiarity with SASE or SSE is a plus
• Experience developing channel strategy, including reselling, marketplaces and MSPs
• Experience in both the Enterprise/Commercial and Federal markets
• Demonstrated leadership in managing diverse teams
• Ability to foster a highly productive, performance-based sales culture
• Ability to engage and collaborate with senior leaders and external Partners
• Experience and thrives interacting cross-functionally in a matrixed environment including but not limited to partners, sales, services, marketing, product, and customer success
• Exceptional organizational skills with the ability to multitask and manage multiple processes, projects and programs simultaneously while working under pressure to meet deadlines
• Excellent judgment and creative problem-solving skills
• Self-motivated with strong propensity for action, results and continuous improvement
• Negotiation, influencing, collaboration and conflict resolution skills
• Excellent listening, written, and verbal communication skills
• Strong Salesforce CRM experience preferred