Channel Sales Director

Company Overview

Valimail is a fast growing, venture funded startup and the leader in Email Authentication as a Service. Here is your chance to get in on the ground floor at an important technology innovator and to help build a major business service category. We have built a revolutionary platform on top of open standards — DMARC, DKIM, and SPF — for the first time it makes it possible for any organization to protect itself against email impersonation. Valimail pioneered the notion of automated email authentication, with innovative components like our DNS-based Authenticator (including our patented Instant SPF). We’re committed to building a more trusted email ecosystem.

Frequently cited statistics show that women and underrepresented classes will only apply to roles if they feel they meet 100% of the qualifications. At Valimail, we encourage you to break through that statistic. Roles evolve over time, especially with innovation, and you may be just the person we need in the future. NO ONE ever meets 100% of the qualifications. We hope you're open to learning new skills in order to grow with us. Make our team your team!

Position Overview

The Channel Sales Director will play a pivotal role in driving revenue growth through strategic partnerships with channel partners such as value-added resellers, distributors, sales agents and managed services providers. This position is responsible for developing, managing, and expanding relationships with Channel partners to ensure mutual success and achieve sales targets. The ideal candidate will have a strong background in channel sales, strong process creation and documentation, excellent relationship-building skills, and a deep understanding of the cybersecurity market.  This role will act as an Individual Contributor. 

What You’ll Be Doing:

• Ecosystem Growth: Identify, recruit, and onboard new channel partners in support of the overall global partners strategy.
• Ecosystem Management: Build and maintain strong, long-term relationships with established partners like value-added resellers, distributors, sales agents and managed services providers. 
• Partner Enablement: Develop and execute comprehensive sales enablement programs to ensure partners are well-equipped to sell Valimail solutions. This includes training, certifications, and providing ongoing support.
• Sales Collaboration: Drive Channel sales in tandem with new logo and expansion teams to meet or exceed revenue targets. Work closely with Account Executives from Valimail and partners to drive joint wins.
• Marketing Collaboration: Collaborate with the marketing teams from Valimail and Partners to develop co-marketing strategies and campaigns that generate leads and increase brand awareness.
• Performance Tracking: Monitor and analyze the performance of Channel partners. Provide regular reports to leadership on key metrics, challenges, and opportunities.
• Cross-Functional Collaboration: Work closely with internal teams such as Sales, Marketing, Product Management, and Customer Success to ensure alignment and support for Channel initiatives.

About You:

• Experience: Minimum of 5 years of experience in Channel sales for a B2B SaaS company, preferably in the cybersecurity sector, at a Director level. 
• Proven Track Record: Demonstrated success in developing and managing Channel partnerships that drive significant revenue growth at a similar size and revenue stage company.
• Skills:
• Excellent communication and interpersonal skills.
• Strong negotiation and problem-solving abilities.
• Experience presenting to partners
• Enthusiasm to learn new technologies and enable partners
• Proficiency in Salesforce and other sales tools.
• Travel: Willingness to travel as needed to meet with partners and attend industry events (up to 25%)

Who We Are

Valimail is the global leader in zero-trust email security. The company's full line of cloud-native solutions authenticate sender identity to stop phishing, protect brands, and ensure compliance; they are used by organizations ranging from neighborhood shops to some of the world's largest organizations, including Uber, Splunk, Yelp, Mercedes Benz USA, and the U.S. Federal Aviation Administration. Valimail is the fastest-growing DMARC solution with the largest global market share and is the premier DMARC partner for Microsoft 365 environments.

Valimail is an E-Verify Employer. For more information on E-Verify, review the posters here. 

Why Join Us?

• Competitive pay participation in employee stock option plan. The anticipated base salary range for this role is $125,000 - 165,000 and includes a variable compensation component. This role is eligible to participate in our equity incentive plan.  Actual title and compensation is commensurate with qualifications and experience.
• Comprehensive health, dental, vision coverage
• Six weeks of paid maternity leave & Four weeks of paid paternity leave (if the parent also qualifies for STD, this benefit is in addition)
• Remote First Company, you can work anywhere within the US
• Unlimited and flexible PTO. We believe balanced, happy, relaxed people do better work
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