Channel Sales Director at SpyCloud

| Austin
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SpyCloud is the leader in account takeover (ATO) prevention, protecting billions of consumer and employee accounts either directly or through product integrations. Our award-winning solutions proactively defeat fraud attempts and disrupt the criminals' ability to profit from stolen information.

SpyCloud is recruiting for a Channel Sales Director. You are a seasoned team player with excellent cross-functional teaming and influencing skills, a deep understanding of diverse channel partner types, an excellent communicator and relationship-builder. You have an outstanding track record of results and relationships with relevant channel partners.

This role requires a unique combination of channel partner management skills including a strong balance of business strategy & partner GTM execution, program launch, program oversight, cross geography coordination and communication, project management skills and results measurement.

The candidate must be comfortable ‘walking the floor’ to engage with partner sales teams to drive them to build pipeline and engage with our product portfolio.

Key Functional areas of responsibility include:

  • Partner Development & GTM Execution
  • Partner Lifecycle Management
  • Partner Recruiting and Enablement
  • Partner sales team engagement – specifically driving pipeline creation
  • Partner Training

Primary Responsibilities

  • Drive pipeline creation within existing partners and effectively identify new partners
  • Communicate SpyCloud’s solutions and services and work with Sales Executives, Marketing, and Product Training to ensure partners are fully aware of SpyCloud capabilities and differentiators.
  • Execute on partner objectives set by partner and regional management, including quota retirement
  • Sit on sales calls with partners to explain the SpyCloud proposition
  • Adhere to and support the global partner program guidelines, rules, and measures
  • Assist as needed in the development of required support materials for the program, including sales kits and marketing programs
  • Measure and report on success of assigned partners
  • Help identify and target Partners and help with recruitment, training, and on-boarding of new partners
  • Help develop, maintain, and strengthen business relationships with assigned partners
  • Understand each partner’s areas of focus and emphasis, and identify ways of attaching SpyCloud solutions as appropriate
  • Help clearly articulate the key drivers and value points for partner decision makers that lead to partner adoption of and loyalty to SpyCloud services.

Required Skills and Experience

  • Minimum of 8 years of a mix of sales (direct & partner), marketing, business development, and technology experience.
  • 3 years channel sales or channel program management experience with accountability for partner led bookings and revenue targets
  • Strong experience of Channel / Partner Sales focused on IT Security
  • Solid understanding of IT Security concepts and technologies
  • Demonstrated proficiency in multi-level channel selling environments; must be familiar with how solutions are sold and fulfilled through the channel, and how distributors provide services to resellers and value to the chain.
  • Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization (all levels) and for external use.
  • Excellent written and verbal communication skills. Ability to translate technology features into business benefits.
  • Strong analytical and problem-solving skills.
  • Strong initiative and ability to work in a self-directed environment.
  • Organization and priority setting skills and ability to multi-task in a dynamic environment
  • Expert user in and proficient in G-Suite products strongly preferred
  • Ability to travel 50-75% of the time
  • Self-starter; strong drive and work ethic; willing to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced sales environment. Brings energy and passion to the role
  • Bachelor’s degree or equivalent work experience
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C#Languages
    • PythonLanguages
    • RustLanguages
    • jQueryLibraries
    • ReactLibraries
    • Pyramid Web FrameworkFrameworks
    • MemcachedDatabases
    • MySQLDatabases
    • RedisDatabases
    • DynamoDBDatabases
    • ElasticsearchDatabases
    • ConfluenceManagement
    • JIRAManagement
    • HubSpotCRM


There are few places more Austin than South Congress Avenue. Our HQ is walking distance from local restaurants, shopping & close to downtown.

An Insider's view of SpyCloud

What’s the vibe like in the office?

It's been a joy getting to work with passionate, intelligent and creative coworkers, who also value a great sense of humor. The convenient location on S 1st, free lunches and unlimited supply of La Croix definitely adds to the awesomeness!


Executive Assistant

How do you collaborate with other teams in the company?

There are no silos at SpyCloud. Everyone is aligned, focused on: build a great company; deliver value to customers. It emanates from shared cultural values among everyone. That makes collaboration among teams easy. Everyone rolls up their sleeves, works together regardless of team, and gets things done. We deliver results, as a team.

Ted N.

Business Development Manager

What makes someone successful on your team?

Technical challenges are plenty at SpyCloud but the key to success is working as a high functioning and cohesive team. We strive to improve together and this starts with each of us. Being driven, curious, flexible, and humble are all qualities for success at SpyCloud. Any challenge can be tackled with the right team supporting you!


Vice President of Engineering

How would you describe the company’s work-life balance?

Our teams are highly collaborative, while respecting individuals’ personal space and the need to hunker down to get stuff done. We enjoy working in our open space, coming and going as we need to get work done when we're most productive. That flexibility gives us ample time to collaborate with coworkers while still allowing quality time with family.


Chief Strategy Officer

What are SpyCloud Perks + Benefits

SpyCloud Benefits Overview

We believe that healthy, happy employees are the most creative and productive, so if you come to work with us, expect some great perks!

Eat lunch together
Daily stand up
Open door policy
Team owned deliverables
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
SpyCloud is proud to offer a 401(k) with choices including managed portfolios or index funds.
Company Equity
Child Care & Parental Leave Benefits
Flexible Work Schedule
Your best inspiration may not come between 8am & 5pm (our core hours)! SpyCloud believes in allowing you to have a flexible work schedule that includes varied start times, times of day or locations!
Family Medical Leave
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Perks & Discounts
Casual Dress
Free Daily Meals
Daily lunches mean we get to enjoy each other company and food from many of Austin's great eateries. Friday breakfasts add an extra burst of energy to finish work before we go into the weekend.
Stocked Kitchen
We keep our kitchen stocked with coffee and tea, delicious snacks, and an impressive array of beverages!
Some Meals Provided
Happy Hours
Our prime location offers ample onsite and nearby onstreet parking.
Pet Friendly
We love the soulful eyes and exuberant personalities of our SpyCloud canines. 3 Corgis are just the beginning of the awesomeness of SpyCloud Pets.
Relocation Assistance
Professional Development Benefits
Lunch and learns
Acme Co. hosts lunch and learn meetings once per quarter.
Promote from within

Additional Perks + Benefits

We are passionate about solving hard problems, building a company culture that promotes the best in our employees, and creating products that delight our customers.

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