About the position:

The Vice President, Channel Sales will be a key leadership role, responsible for developing and executing Netskope's channel strategy to drive revenue growth through our partner ecosystem, including resellers, distributors, systems integrators, and managed security service providers (MSSPs). This role requires a deep understanding of the security and networking channel landscape, strong relationships across the partner community, and a proven track record of building and scaling high-performing channel programs. You will lead a team of channel professionals, fostering their growth and development while driving partner-sourced and partner-influenced revenue.

Responsibilities:

• Channel Strategy Development: Formulate and implement a comprehensive channel strategy aimed at expanding Netskope's partner ecosystem and achieving revenue growth objectives. Collaborate with marketing, product, and direct sales teams to ensure alignment and maximize channel effectiveness.
• Team Leadership: Recruit, lead, manage, and cultivate a high-performing team of channel professionals, including channel account managers, partner development managers, and channel marketing specialists.
• Partner Relationship Management: Build and maintain robust relationships with key resellers, distributors, and MSSPs, understanding their business models and enabling them to effectively position and sell Netskope's solutions.
• Partner Program Development: Design and evolve tiered partner programs, incentive structures, deal registration processes, and enablement resources that drive partner engagement and reduce channel conflict.
• Co-Selling and Pipeline Development: Partner with direct sales leadership to drive joint go-to-market motions, ensuring smooth collaboration between direct and channel sales teams on shared accounts and opportunities.
• Contract Negotiation and Execution: Partner with cross-functional teams to negotiate and finalize partner agreements, ensuring favorable terms and a seamless partner onboarding experience.
• Market Intelligence and Analysis: Remain informed about industry trends, competitive channel dynamics, and shifts in distributor and reseller landscapes that influence channel strategy.
• Process Improvement: Continuously assess and enhance channel processes, tools, and partner enablement programs to optimize overall performance and productivity.

Requirements:

• Over 15 years of executive channel sales leadership experience.
• A proven track record in building and scaling channel programs for security and networking technologies, including SASE, CASB, Secure Web Gateway (SWG), Zero Trust Network Access (ZTNA), Next Generation Firewalls, Data Loss Prevention (DLP), and cloud security solutions.
• Consistently exceeded partner-sourced revenue targets, demonstrating a strong commitment to achieving and surpassing channel growth goals.
• Established relationships with major distributors, national and regional resellers, and MSSPs within the security and networking ecosystem.
• Exceptional communication and interpersonal skills, enabling the establishment of robust relationships with partners, customers, and internal stakeholders.
• Strategic thinker with strong problem-solving capabilities, adept at developing and executing complex channel strategies and partner incentive models.
• Solid business acumen encompassing financial management, contract negotiation, and operational leadership.
• In-depth knowledge of partner program design, deal registration frameworks, and channel conflict resolution.
• Proven ability to recruit, train, retain, and motivate high-performing channel teams.

Education:

• Bachelor's Degree or MBA preferred