Who is Forcepoint?
Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place; we want you to bring your own energy to help us create a safer world. All we're missing is you!
Director, America's Channel Sales
We are seeking a leader who can lead and grow the North America Channel business. You will have a consistent track record of exceeding revenue targets and proven expertise in building and leading high performing sales organizations. You will have passion, skills, and the drive to win as a team. We need an individual who will own the on-going strategy development for our channel business, selectively increase GTM with the partner network, elevate our partner program to the next level and win new customers through Channels. Our Channel leader will set direction, think out of the box and drive adoption of traditional reseller routes, along with AWS and the MSSP platforms.
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Additionally, the candidate will collaborate with the Sales Team across the America's (North America, South America, Central America) to facilitate enablement and advocacy of key Alliances partners for them to refer opportunities to Forcepoint. The candidate will be committed to excellence and will bring enthusiasm, expertise and creativity to our company.
Responsibilities
- Directly lead the Channel Team in North America and work closely with assigned technical resources and other functional teams.
- Directly lead the Distribution Account Manager
- Accurately forecast quarterly and annual revenue numbers for assigned region, with dedication to the number and to deadlines.
- Effectively manage the segment by considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results.
- Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region.
- Unearth customer insights, define value proposition, determine appropriate sales and marketing strategy to maximize growth objectives.
- Develop plans to enhance existing partnerships and accelerate new business acquisition by truly understanding the sweet spot of each partner and then developing relationships and business plans accordingly. Be comfortable working across multiple Routes-to-Market such as Distributors, Value-Added Resellers, Systems Integrators, MSPs, and OEMs.
- Enable and/or support the development of new initiatives in cooperation with Marketing, Sales, Product Management, Partners and other internal teams to drive new monetization.
- Build critical relationships within partners with specific emphasis towards building trust and growing that partner business
- Represent the interests of partners within Forcepoint to elevate our partner relationship and build maximum awareness within Forcepoint, ensuring that critical internal organizational resources are marshalled strategically and effectively to demonstrate that Forcepoint supports the needs of the partners' products and services and sales are facilitated.
- Use CRM systems (Salesforce) and Analytics extensively.
- Some travel, as required, to prospects, customers or marketing events within territory (40-50% travel).
Required Skills/Experience
- Must have 10+ years of previous software sales including channel/business development and management experience.
- Ideally will have domain expertise in selling Cyber Security solutions / Security Software through the Channel. Have a passion for securing the Enterprise.
- Self-motivated individual not afraid of rolling up his/her sleeves to get the job done
- Comfortable working in fast-changing environments where change is the only constant. Adept at managing through change and minimizing business disruption during transformational efforts
- Exceptional verbal and written communication skills.
- Adept at balancing intense short-term pressures with overall long-term goals
- Ability to effectively collaborate in a matrixed organization with an Forcepoint and partner first mindset
- Inspire teams, plan initiatives, designate priorities, and be decisive when faced with ambiguity
- Focus on execution and results - establishing high standards for performance, follow through and holding people accountable for results
- Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value
Don't meet every single qualification? Studies show people are hesitant to apply if they don't meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace - so if there is something slightly different about your previous experience, but it otherwise aligns and you're excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.
The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.
Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company's career webpage as a result of your disability. You may request reasonable accommodations by sending an email to recruiting@forcepoint.com.
Forcepoint is a Federal Contractor. Certain positions with Forcepoint require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.
Applicants must have the right to work in the location to which you have applied.