Global Systems Integrator Alliances Director

About the position:

Netskope is seeking a Global Systems Integrator Channel Sales Director for immediate hire. The successful candidate must be comfortable both in a highly technical pre-sales environment and in a strategic relationship building/partnering environment with our global SI partners.

Responsibilities will include identifying and developing services-based solutions, establishing relationships with targeted Global Systems Integrators focused on pipeline and revenue for the APJ Market and managing stakeholders based in APAC with responsibility for Global Markets. These include global consulting firms such as Deloitte, Accenture, etc.

This is a senior position for a seasoned Alliances/Business Development resource that has a broad set of skills ranging from possessing a business level acumen to work within the constructs of our SI partners to driving incremental sales opportunities for Netskope. The successful candidate will understand the business value of technology, be able to present concepts at an exec level and address technology details at all levels of the SI organization and be able to execute end to end including delivering a tactical GTM business plan for their partner(s).

Responsibilities include:

• Become the primary Business Development, Channel Sales and GTM account lead interface between Netskope and GSIs for the APJ market and GSI Global Stakeholders based in the region.
• Identify new business opportunities and define joint solutions with the product group.
• Execute new business initiatives to produce incremental revenue streams
• Enable partners to develop, launch and support Netskope-based services
• Develop and Execute Systems Integrator Business Plan
• Drive SI client opportunity pipeline, coordinating with regional Netskope sales teams
• Lead sell-to SI opportunities, manage escalations and enable regional SI teams globally on the GTM strategy, partnership.
• Build joint collateral and training content for partner sales teams and Netskope sales teams.

Job Requirements:

• 10+ years Systems Integrator Alliances/BD/Channel sales management required. Existing relationships with major consulting forms operating in the region.
• Previous knowledge/experience of cyber security, network security, cloud/SaaS applications
• Background in SI Alliances/BD/sales management or an equivalent “customer-facing” position.
• Successful track record in selling/building a GSI programs.
• Excellent Communication / Presentation skills (from developers to C-level executives).
• Must be highly organized and self-motivated.
• Must be willing to take ownership of complex tasks.
• Can work across organizational boundaries and willing to perform activities outside of the traditional role
• Understand the culture of large partners - Background in large System Integrator and Strategic Outsourcer environments is a must
• Willing to travel, work odd hours, and be very available

Education

• Bachelor’s degree

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