Senior Director, Channel Sales
U.S
Sales – Sales /
Full-time /
Remote
Reports to: Vice President of Global Sales
Quokka is an enterprise mobile security company, providing security and privacy solutions for mobile apps and devices used by millions globally. We envision a world where every mobile app and device is free from any exploitable issues before they are in the hands of end users. To realize that vision, we’re on a mission to discover and deliver actionable mobile security intelligence that enables proactive remediation of zero-day vulnerabilities and exploits. Organizations with the highest security standards trust our insights and technology, and we’ve worked with the US Federal Government since 2011. We’re growing our team to bring our defense-grade, privacy-first mobile endpoint protection and Mobile App Security Testing (MAST) solutions to millions more.
We are looking for a strong, experienced leader to grow and oversee our commercial sales channels and related partnerships to accelerate our growth. We recognize the importance of channel sales to our growth and success and will be investing in the establishment and success of our channel partner network in North America, Europe, and beyond. In this role, you will establish and execute a global channel strategy, oversee, strengthen, and grow our initial and emerging channel partner relationships, and identify new channel partners. You will also have the opportunity to grow and manage a global channel support team as needed.
Given Quokka’s SaaS-based security offerings, SaaS channel experience is critical, and cybersecurity experience is of great value. You must have a proven track record of building and managing sales channels, with experience in the US, Canada, the UK, and Europe. You must also have demonstrated an ability to navigate complex relationships and deeply understand the resellers, distributors, and regional differences in the regions of interest. Knowledge of and experience working with Managed Service Providers (MSPs) and/or Managed Security Service Providers (MSSPs) will also be an asset.
The ideal candidate should be a self-starter excited about working for a fast-paced startup with immense opportunity and white space. You should be highly driven, resilient, and excited about defining, developing, owning, and executing strategic plans that deliver on our aggressive growth expectations. You should be ambitious, entrepreneurial, technical, data-driven, and comfortable thinking on your feet.
We’re a distributed team with offices in Silicon Valley and the Washington DC Metro Area, and every member of our lean team is working to protect the global mobile ecosystem. Join us if you’re excited about making an impact in a high-growth space!
What you will do in this role:
- Develop and manage relationships with our existing and emerging Channel Partners to drive sales and revenue
- Identify, recruit, and manage channel partners to drive our growth in key commercial markets as demand and opportunity allow
- Develop and execute a comprehensive channel strategy to grow Quokka's market presence and overall revenue via strategic partners across the industry with resellers, distributors, and MSP/MSSPs
- Leverage proven techniques that scale for enterprise and vertical SaaS partner lead generation and pipeline progression, such as event-based prospecting, vertical campaigns, and cold outreach
- Work with Quokka’s product team to shape and deliver key features to meet channel partners’ needs
- Work with Quokka’s marketing team to identify and deliver the collateral required to make the channel partners successful
- Work with Quokka’s sales team to shape and deliver sales training, as needed by the channel partners
- Oversee the contract negotiation and deal structuring process to ensure favorable terms for the company while fostering strong, long-term relationships with partners
- Collaborate closely with finance, legal, and engineering teams to ensure seamless integration of partner solutions and successful go-to-market strategies
- Be finely tuned into market research, competitor activities, industry trends, and market gaps to identify potential areas of expansion across multiple industries
- Develop and implement key performance indicators (KPIs) to measure the success of partnerships, monitor performance against targets, and optimize strategies based on data-driven insights
To be successful, we need someone in this role who has the following:
- Bachelor's degree in Business, Finance, or related field; MBA preferred.
- 10+ years of experience in business development, strategic partnerships, partner management, or similar roles at a SaaS company; (mobile) cybersecurity experience preferred
- In-depth knowledge of vertical and horizontal SaaS platforms, (mobile) security providers, and the IT/Security ecosystem
- Solid understanding of the relevant reseller and distributor networks in North America and different regions across Europe; similar knowledge in other parts of the world preferred
- Proven success leading partnership programs at SMB B2B SaaS companies
- Experience with SaaS solutions
- Experience with cybersecurity, mobile device management, and/or mobile security SaaS solutions is preferred
- Knowledge of and experience with leading channel management tools, plus Hubspot and SFDC
- Exceptional leadership skills with a track record of managing and motivating high-performing partner resources
- Outstanding communication and presentation skills, able to represent Quokka effectively to diverse audiences, build relationships, and influence stakeholders at various levels
- Strategic thinker with the ability to identify and evaluate new business opportunities and develop innovative growth strategies
- Analytical mindset with the ability to leverage data and market insights to make informed business decisions
- Strong organizational skills and the ability to manage multiple projects and priorities simultaneously; flexibility and adaptability to work in a fast-paced, dynamic environment
- Demonstrated success in creating, defining, and implementing go-to-market strategies that drive revenue growth and market expansion
- Excellent written and verbal communication, with a proven ability to communicate effectively with a variety of audiences
- Willingness to travel on an as needed basis
Diversity, Equity & Inclusion at Quokka
At Quokka, we recognize that innovation occurs with a strong team of people who are diverse in background, personality, talent and ideas. Experience comes in many forms and ensuring a diverse and inclusive workplace where we continue to learn from each other is an integral part of our culture.
Quokka is committed to maintaining a diverse workforce, and we are proud to be an equal opportunity employer regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.
