Outliers and outperformers wanted

Outliers and outperformers wanted

Uncork Capital-backed companies are building kick-ass teams in engineering, marketing, sales, operations and more.

Uncork Capital-backed companies are building kick-ass teams in engineering, marketing, sales, operations and more.

Channel Sales Director

SurePath AI

SurePath AI

Sales & Business Development
United States · Remote
Posted on Saturday, June 22, 2024
About SurePath AI
SurePath AI makes GenAI work for the enterprise by addressing unsolved security governance gaps and broadly enabling organization wide GenAI adoption & use. We are the easy button for customers to achieve complex GenAI outcomes under a single portable policy framework that supports their preferred enterprise LLM models, data sources, identity providers, and directory sources.
We believe the outcomes we deliver to our customers are paramount, and that our deep domain expertise in previously delivering enterprise value accelerates this mission. We also know that continuously delivering value to our customers requires that our teams are personally gratified by the work they do, and who they do it with. We are solving the most challenging (most fun!) problems with great people, in order to deliver lasting results to our customers, partners, investors, and selves.

At SurePath AI, we offer competitive benefits including medical, dental, vision, 401(k), fully-loaded MacBook Pro or PC, and unlimited PTO. It is critical to us that every team member participates in the success we are all building together. That is why every employee at SurePath AI receives equity incentives at hire and is eligible for additional grants under our regular performance review cycles.

Everyone at SurePath AI is a builder. Whether in code, process, marketing, systems, strategies, or programs. We all own the responsibility to maintain a culture where every team member is empowered to identify and execute on opportunities that lead to our shared objectives.

We're grateful you are considering a role with our team, and look forward to hearing from you!

About the role

As a Channel Sales Director, you will be a key leader in our go-to-market team focused on generating indirect business while developing our global services and resale channel and technology alliance partnerships. This team works closely with our field sales and product teams to drive new customer acquisition through our partner network, and implement strategic initiatives and product capabilities.

What you'll do

  • Develop and manage a portfolio of strategic services and resale channel partners across North America to generate indirect business for Surepath AI subscriptions
  • Capture new logos and expand existing customer relationships through your partner network, providing direct sales support on your channel sales opportunities
  • Track and report on pipeline, forecasts and revenue generated through your partner relationships
  • Collaborate with SurePath AI Field CTOs to support opportunities and partners through technical pre-sales, demonstrations, customer trials, and implementations
  • Work with partners to develop joint business plans, programs and initiatives
  • Work with partners to create enablement, training and certification programs to drive demand generation
  • Identify and establish new partnership opportunities
  • Achieve and maintain our status in priority technical alliance programs such as AWS ISV programs and key security-vendor partner alliances
  • Develop, implement, and manage channel account strategies and incentive programs to motivate partners
  • Drive strategy alignment across internal go-to-market functions including other channel sales executives, operations, and marketing
  • Partner with product management to prioritize product roadmap and backlog to support key opportunity and partner needs
  • Represent the company at partner events, conferences and user groups

Qualifications

  • 5+ years of experience in an account executive, channel manager or alliance role within an IT, security or cloud software company with a focus on SaaS
  • Proven track record of developing channel strategies and managing partner programs that drive new customer acquisition
  • Extensive experience working with global technology partners such as MSSPs, VARs, distributors and technology alliance partners
  • Skilled at supporting partners in their services offering creation, and implementation of training and certification programs
  • Experience with developing SI partnerships across RSI, NSI, and GSI segments
  • Ability to understand technical security concepts and position solutions for partners and customers
  • Track record of exceeding sales quotas and managing a territory or partner portfolio to quota
  • Effective communicator with experience developing business cases, presentations and written proposals
  • Capable of working collaboratively with a team or independently in a fast paced dynamic startup environment
Compensation
The compensation for this role comprises of base compensation and sales commissions plan paid semi-monthly, and equity incentives under the company's incentive stock option plan. This is a uniquely lucrative upside opportunity for high performance sales leaders in the short-term, with the opportunity to lead the growth and definition of our go-to-market team and share in the longer-term business success.
Join us

At SurePath AI, you'll find an environment that values curiosity, analytical rigor, and collaborative problem-solving. We believe in empowering our employees to explore new ideas and drive innovations that make a real difference. If you're passionate about pushing the boundaries with a forward-thinking team, apply today to become part of our journey!