Channel Director, Northeast

Want to be part of a company that empowers you to innovate and implement your powerful ideas as you help shape the future of cybersecurity? Since 2012, CRITICALSTART has assisted in safeguarding numerous businesses from cyberattacks, preparing them for upcoming threats, and earning a plethora of awards along the way.   

We thrive on innovation, devoid of bureaucracy. CRITICALSTART pioneered the first MOBILESOC app for on-the-go threat detection and response, devised a method to automatically resolve the majority of security alerts, and introduced services that reduce alert investigation time by 99.3% (our analysts truly appreciate us for that).

Everything we do revolves around our three core principles:

Do what’s best for our customers.  

Do what’s best for our employees. 

Don’t do things that suck.  

That's basically it.

If you'd prefer to hear from our Critical Crew, watch this video to learn about their perspectives. Look at our Glassdoor reviews for another internal viewpoint (Pssst...want to grab our attention when you submit your resume? Include something about our Glassdoor reviews that resonated with you).

What can we offer you?  

• Daily opportunities to make a difference. Whether it's protecting our customers from attacks and breaches or contributing to the greater good.  
• An abundance of intelligent, talented, high-performing individuals to collaborate with. We value accountability, support each other's growth, and genuinely enjoy what we do.  
• An approach of continuous improvement to revolutionize our industry and surpass mediocrity. While many cybersecurity companies hire competent individuals, we believe in striving for excellence. Don't you believe you're capable of more than just being good?  
• Constant learning, unlocking innovative ideas, and a nurturing, cooperative environment.  
• Extensive industry recognition. We receive so much acclaim that it's nearly overwhelming. Almost.  
• Our teammate put it best: "Every day presents new challenges and ample opportunities for professional growth... Your contributions directly impact the company's overarching purpose, and the sense of belonging and culture are unparalleled. 

The Channel Director, Northeast will focus on developing partner relationships within a specific region to drive the sales of Critical Start's Managed Detection and Response Services through these partners. The primary responsibility of this role is to create and implement a partner strategy for the region.

In this role, you will manage partnerships by building cross-functional teams that include channel partners, field sales, technical sales, sales operations, and marketing. Additionally, you will be accountable for ensuring that partners in the designated region achieve their business objectives and performance targets. Success in this role will require strong communication, collaboration, and a proactive mindset to support revenue growth for the assigned partners.

Key Responsibilities:

• Develop and implement a regional partner plan that outlines strategies and objectives.
• Maintain ongoing communication and collaboration with key stakeholders at partner organizations, creating and executing customized plans tailored to each partner.
• Foster and strengthen relationships with partners to generate increased sales opportunities.
• Establish a structured process and cadence for training technical and sales resources within the partner community.
• Oversee contracts and ensure adherence to partnership agreements.
• Create and manage sales forecasts, consistently achieving monthly, quarterly, and annual sales targets.
• Act as a trusted resource for partners, providing guidance and support to enhance collaboration.
• Work closely with the field marketing organization and local channel teams to plan, execute, and manage communication and demand generation campaigns for each partner.
• Develop and manage an efficient order processing system for month, quarter, and fiscal year-end.
• Build partnerships with other vendors in our MDR stack and execute joint plans to drive demand through partners.

Required Qualifications:

• Extensive experience in channel management, 8+ years in the field, including 5+ years specifically in channel sales management within vendor environments.
• Proficient in selling technology solutions across various market segments, from Enterprise to SMB.
• Ability to develop comprehensive partner and territory plans and strategies.
• Strong proficiency in creating business plans, contributing to strategic plans, and establishing reporting systems to track business Key Performance Indicators (KPIs) and Return on Investments (ROI).
• Proven success in influencing senior-level partner or distribution executives.
• Excellent presentation skills with the ability to effectively communicate market transitions.
• Demonstrated ability to communicate professionally and effectively, both verbally and in writing, with customers and cross-functional teams.
• Effective leadership experience, including the development and management of virtual sales teams.
• Strong time management, organizational, and negotiation skills.
• Professional experience in IT sales and business development.
• Comfortable with public speaking.
• Located physically within the Northeast geography. 
• Willingness to travel regularly within the region.
• Deep understanding of the sales process and channel sales.
• High energy level, with the ability to manage multiple tasks in a dynamic, rapidly growing environment.
• Proven track record in selling security solutions and services through channel partners.

Imagine a dynamic, enjoyable, and rewarding work environment. We are professionals, and the work we do holds immense significance, like saving our customers from potential disasters. However, we believe in not taking ourselves too seriously. 

Prefer a casual dress code every day? No problem, as we find comfort enhances our thinking. 

Our workplace in Plano, TX offers open offices, collaborative meeting spaces, phone rooms, and wellness rooms. In the breakroom, friendly competition arises with games like ping-pong, bubble hockey machine, foosball, or the gaming machine. What harm does a little healthy competition among friends do? 

What does our Compensation and Benefits package entail? 

• Competitive salary with bonus potential 
• 100% employee coverage for healthcare/50% coverage for dependents 
• Unlimited PTO (Paid Time Off) policy 
• Paid Parental and Military Leave 
• Dental and Vision Plan 
• Employer-provided Life Insurance, Long-Term Disability, and Short-Term Disability coverage 
• Additional Voluntary Life Insurance coverage 
• 401(k) Plan with Matching Program 
• 24/7/365 availability of Employee Assistance Program 
• Teladoc Mental Health Benefits 
• Optional Pet Benefits Discount Plan 
• And a new Tesla... just kidding! Kudos for making it to the end. 

Critical Start welcomes people from all backgrounds and walks of life. One of our core values is to “Do what’s best for our employees,” and that starts with the hiring process by finding the best candidates and providing an environment that upholds equal employment opportunities for all employees and applicants, strictly prohibiting any form of discrimination or harassment based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. 

This policy encompasses all aspects of employment, including recruitment, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. 

Mental and Physical Requirements 

It's important to note that specific physical and mental requirements may vary depending on the nature of the office job, organization, and individual responsibilities. 

Physical:  

• Stationary position for extended periods of time. 
• Constantly operate a computer.  
• Occasionally you may be required to move equipment or other items up to 20 lbs. 
• The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations. 

Mental:  

• Must be able to apply established protocols in a timely manner. 
• Make timely decisions in the context of workflow. 
• Ability to complete tasks and perform in situations requiring speed deadlines, or productivity quota. 
• Ability to work effectively and efficiently in high stress situations. 
• Ability to simultaneously address multiple complex problems. 

For positions that can or will be performed, in whole or in part, remotely within the U.S., range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, experience, performance in the role and potential for revenue generation (sales roles only).

Compensation:

The total compensation range (On Target Earnings) being offered for this role is [$250,000 - $300,000 USD].

Additional Compensation:

This role is eligible for the following: performance-based variable compensation..

Employment Benefits:

100% employee coverage for healthcare/50% coverage for dependents, unlimited PTO (Paid Time Off) policy, paid Parental and Military Leave, dental and vision plan, Employer-provided Life Insurance (up to $100K coverage), Long-Term Disability, and Short-Term Disability coverage, 401(k) Plan with Matching Program, 24/7/365 availability of Employee Assistance Program.

Application Deadline:

The application deadline for this position is October 18, 2024.

How to Apply:

Interested candidates are invited to visit our career site and apply for the position: https://www.criticalstart.com/careers/

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