Channel Area Director

At Lacework, we strive to provide a supportive, collaborative environment where people are empowered to do the best work of their careers.

Our team members enjoy solving complex problems, big sky thinking, and obsess over getting the details right. We love what we do and are proud of our work to secure clouds and container environments for thousands of users worldwide.

Lacework is looking for a Channel Area Director to join our team. As a Channel Area Director, you will develop and grow strategic partnerships in the partner ecosystem that will enable opportunities for net new and expansion opportunities. With this role you’ll get in at the ground floor in a fast growing sales org. You’ll partner closely with internal stakeholders, while driving meaningful partner relationships that contribute to the customer experience and revenue to our bottom line.

 

This is a full time role that will be primarily based out of the Bay Area..

Responsibilities:

• Develop, scale and manage the domestic and international channel sales strategy and process
• Identify and develop relationships with strategic partners to drive revenue growth
• Enable and support existing partners through training and joint selling
• Drive partner accountability and establish partner’s success metrics to deliver measurable results
• Generate net new pipeline and revenue through partner sourced or influenced leads
• Manage and analyze the performance of the Channel segment, including accurate forecasting, pipeline generation, and activity metrics
• Build, develop, and inspire an organization of hard-working Partner Sales Managers and leaders by creating scalable, data-driven processes that drive team and company goals
• Interview, hire and train new team members as we scale the business and company
• Create strong internal partnerships and work closely with Marketing, Sales, and Operations Leadership teams to outline and implement our top-of-the-funnel strategy through inbound and outbound tactics, revenue and quota goals, and territory models

Experience:

• 8+ years of experience in Security Sales, SaaS a plus
• Experience working in a PLG organization and deep understanding of Channel SaaS sales processes (Force Management and MEDDICC preferred)
• Consistent track record of success exceeding net new revenue targets
• Understanding of our technical and competitive landscape
• Ability to thrive in a constantly evolving and growing environment

Lacework is an Equal Opportunity Employer. It is the policy of Lacework to provide equal employment opportunity to all persons, regardless of age, race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, membership, or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors, except where otherwise provided by law