Director of Partner Sales

Do you get excited about building a network of partners that trust you and work together with you to solve customer needs? Do you understand how to build a channel, recruit service-oriented partner around the world, and make them successful? Are you experienced in the monitoring, internet, and performance optimization markets? If so, this may be the right position for you. 

Catchpoint has been selling direct to most of the best brands in the World. Now we are building a very focused channel strategy around a small number of deep relationships with partners who share our passion for making the internet resilient and performant. This is a key role that will have a significant impact on the success of the company. 

What does success look like in this position 

The ideal candidate will be responsible for building and maintaining partner relationships, then supporting them to become successful in helping their customers achieve internet resilience, achieving new logo and revenue targets and building momentum in the industry. 

Position Responsibilities 

• Partner Strategy Optimization: Implement a partner sales strategy that is aligned with the company's strategy and market opportunities.
• Recruit Partners: select, engage, commit, and empower a select number of partners in key regions around the World.
• Relationship Building: create strong, long-term bonds with a handful of key partners. Be the main point of contact, advocate for them and help them be successful.
• With-partner Sales: Grow revenue for partners and Catchpoint via co-selling initiatives and joint GTM activities that maximize sales opportunities for the right customers.
• Program Evolution: Develop the partner program over time building on success, and develop the right training, certification, and incentive programs as needed. 

Qualifications: 

• A track record of success in alliances, partner management, and channel sales. Deep expertise in channel models (VAR, VAD, MSP, GSI, etc) and how they have evolved over time.
• An understanding of how technology buyers are different around the world, what channel models are effective in each region, and who are the key players.  
• The ability to think strategically determine the right path of action based on the specific situation, while also able to tactically and deliver results.  
• Experience building programs from scratch and in recruiting, developing, and managing both 1-tier channel partners.
• A good understanding of monitoring and performance management technologies including APM, NPM, and IPM as well as an understanding of foundational internet technologies such as  DNS, BGP, CDNs, APIs, etc.  
• Exceptional communication and business development skills.  
• Strong sales management skills plus a track record of achieving quotas and growing relationships.
• Willingness to travel as needed