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Director, Partner Sales



Sales & Business Development
Posted on Tuesday, June 11, 2024

As Director, Partner Sales you will own the team responsible for driving Expel’s pipeline generation and co-sell enablement efforts with partners, across North America.

As part of the Global Partner Sales team, you will work closely with the VP, Global Partner Sales & Alliances to develop and execute our partner demand generation strategy and assist the team in developing demand generation campaigns and sales plays with Expel and partner SDRs, Partner Marketing and AEs.

You’ll have a sales quota and clear objectives aligned to program goals to meet for a given time frame, which will be detailed in a compelling compensation plan! You’re responsible for identifying and completing the activities vital to working towards your goals quarter over quarter.

What Expel Can Do For You

  • We connect you with partners who focus on information security and are eager to find joint successes
  • We offer the opportunity to build robust industry and partner sales experience, with mentoring and training
  • We'll give you experience in a startup environment with a team who truly cares about doing meaningful work

What You Can Do For Expel

  • Recruit, empower, develop, and own an exceptional team of Partner Sales Managers
  • Build and maintain executive relationships with all strategic partners
  • Support the VP Global Partner Sales and Alliances in the development and execution of the Partner Sales strategy for demand generation, co-sell enablement, co-sell support, and co-marketing support with partners
  • Support the Partner Sales Management team to identify and engage partner sellers, guide them through account targeting and engagement processes, and enable account-level co-sell collaboration between Expel and Partner AEs
  • Ensure the PSM team is supporting successful co-sell engagement through the entire sales cycle, to build repeatable & scalable co-sell success within our partner ecosystem
  • Work with the Field Sales and Partner Development organization during Territory Planning and QBRs to understand the strength of each territory and to identify where partners require additional co-sell training, investment

What You Should Bring With You

  • You're a servant-leader and have an ownership mentality with the ability to nurture and cultivate long-lasting mutually beneficial relationships.
  • Knowledge of the NAMER channel landscape (including VARs and VADs) and experience participating in common partnership models (sell with, sell through, sell to)
  • A proven understanding of modern enterprise security products, including common vendors for product categories (e.g. endpoint detection and response, SIEM).
  • Proficiency in common enterprise and sales efficiency technologies and applications, including, but not limited to Gsuite and Office365, as well as communication technologies such as Slack and Zoom

Additional Notes

The salary range for this role is between $237,250 to $256,750 base + variable compensation and equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.

We’re only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.

We’re an Equal Opportunity Employer: You’ll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.

Salary Range
$237,500$256,750 USD