This job has closed.

Tufin · 5 days ago

VP, Global Channel and Strategic Partnerships

United States

Full-time

Hybrid

Director/Executive

10+ years exp

Tufin is seeking a Vice President of Global Channel & Strategic Partnerships to develop and execute strategies that drive revenue and growth through various sales channels. The VP will lead a global team and work closely with multiple departments to ensure successful channel operations and partner relationships.

Cloud ComputingInformation TechnologyNetwork SecuritySoftware

Diversity & Inclusion

Hiring Manager

James A.

Responsibilities

Continue to build Tufin’s reputation and leadership in Channel GTM strategies, structure, programs, policy, and partner success

Build, own, and execute Global Channel Program for Resellers, Distribution, Tech Partners and SIs

Drive tight alignment with the sales and marketing organizations ensuring they are aware of partner capacity and capabilities, and that the channel is integrated into the overall GTM engine

Process Optimization: develop and refine key partner processes, including onboarding and deal registration, to ensure efficiency and scalability

Continuously assess and identify ways to improve Tufin channel operations and processes, promoting ease of doing business with the partner community

Reporting & Analysis: track both quantitative and qualitative measurements of channel performance and partner success, with a focus on activities that drive toward incremental pipeline creation and channel-originated bookings

Build and manage the Global Channel Team across Americas, EMEA, and APAC, responsible for the day-to-day management of all channel relationships

“Player/coach” role that is expected to “roll up your sleeves” and actively recruit and manage partners to drive exponential growth - develop new strategic partnership opportunities while scaling existing channel opportunities

Manage tight operational cadence of weekly calls to provide updates on performance, progress, and highlight issues that need addressing with recommendations to move forward

Lead the Global Channel Team to perform the following:

Develop existing key Reseller/Distribution/Tech Partner relationships and proactively build and manage an engine focused on recruiting, educating and empowering new partners

Develop and execute business plans with partners and grow revenue by driving channel programs – utilizing business metrics and dashboards

Craft and drive success against an agreed business plan with each partner

Build a strong pipeline based on existing customers and new business creation

Develop and execute partner enablement plans, educate and drive sales and pre-sales partner resources

Provide regular pipeline updates and lead generation activity reports

Coordinate sales/marketing campaign support to partners

Document processes and best practices to support internal teams and partners

Skilled at meeting and presenting Tufin’s value to existing and potential partner Leadership

Analyze large data sets to find insights to drive action plans and operational excellence

Present findings and operational plans to Tufin’s Board of Directors quarterly

Qualification

Channel sales managementAnalytical skillsPartner relationship managementGlobal team leadershipIT-security experienceCloud sector experienceNegotiation skillsPresentation skillsInterpersonal skillsOrganizational skills

Required

10+ years of channel sales or channel management experience with referenceable impact on delivering on growth, ARR, and revenue

Resilient, detail-oriented leader with proven experience in building, hiring and leading a global team

Exceptional analytical and critical thinking skills to provide deep-level business insights that lead to process improvement and metric-driven decision making

Likes to sweat the details and make sure that scalable, repeatable processes are established and followed so that exponential growth through the channel can occur

Channel Sales/development in the software industry, with experience in the IT-security, firewall or cloud sectors

Technical depth with proven ability to work with innovative and evolving technologies

Proven track record in developing business and building long-term partner and client relationships at executive levels

Demonstrate a sense of urgency while executing strategically. Possesses appropriate business discipline to facilitate quick and fact-based decisions and ensures accountability for execution

High-energy with a proven track record in meeting or exceeding expectations in a fast-paced environment with strong organizational skills to manage multiple projects with tight deadlines effectively

Strong executive presence and Senior Executive / C-suite level communication and presentation skills

Excellent verbal, written, and negotiation skills, adapting tone for different messages for internal and external stakeholders

Exceptional interpersonal skills with a collaborative and flexible working style; possess a strong service mentality

Must be open to ~30% travel

Undergraduate degree or equivalent experience