Job description
Come join Deepwatch’s team of world-class cybersecurity professionals and the brightest minds in the industry. If you’re ready to challenge yourself with work that matters, then this is the place for you. We’re redefining cybersecurity as one of the fastest growing companies in the U.S. – and we have a blast doing it!
Who We Are
Deepwatch is the leader in managed security services, protecting organizations from ever-increasing cyber threats 24/7/365. Powered by Deepwatch’s cloud-based security operations platform, Deepwatch provides the industry’s fastest, most comprehensive detection and automated response to cyber threats together with tailored guidance from dedicated experts to mitigate risk and measurably improve security posture. Hundreds of organizations, from Fortune 100 to mid-sized enterprises, trust Deepwatch to protect their business.
Our core values drive everything we do at Deepwatch, including our approach to tackling tough cyber challenges. We seek out tenacious individuals who are passionate about solving complex problems and protecting our customers. At Deepwatch, every decision, process, and hire is made with a focus on improving our cybersecurity solutions and delivering an exceptional experience for our customers. By embracing our values, we create a culture of excellence that is dedicated to empowering our team members to explore their potential, expand their skill sets, and achieve their career aspirations, which is supported by our unique annual professional development benefit.
Deepwatch recognition includes:
- 2023, 2022 and 2021 Great Place to Work® Certified
- 2023 and 2022 Forbes America’s Best Startup Employers
- 2023 and 2022 Fortress Cybersecurity Award
- 2023 $180M Series C investment from Springcoast Capital Partners, Splunk Ventures, and Vista Credit Partners of Vista Equity Partners
- 2022 Cigna Healthy Workforce Silver Designation
- 2022 Cybersecurity Excellence Award for MDR
Director, Channel Sales
Deepwatch is seeking a high-energy, experienced Director, Channel Sales to develop and lead an aggressive strategy to expand and improve our channel partner program, manage a team of channel sales professionals, and drive success in the form of new revenue growth with our channel partner ecosystem. This individual will play a key role in driving our continued, aggressive growth nationally. The Director, Channel Sales will report to the Vice President, Channel & Alliances. The best candidate will have demonstrated experience and success developing and executing GTM channel strategies and plans, recruiting, on-boarding, and enabling partners.
The Director, Channel Sales will work closely with Deepwatch leadership across the organization and will play a strategic role in alignment to key revenue objectives. The ideal candidate will thrive in a fast-paced, entrepreneurial startup environment. You will be passionate about selling and helping advance innovative solutions and technologies to CEOs, CISOs, CIOs, CTOs and other security team members. We are open to candidates nationwide who are willing to travel frequently.
In this role, you’ll get to:
- Take a leading role to develop, manage, and execute channel programs with a focus on partner recruitment, onboarding, enablement, engagement and ongoing measurement
- Lead a team of Regional Partner Managers and Channel Account Managers, with a strong focus on driving defined revenue objectives
- Create and drive overall channel strategy and prioritization plan for coverage area
- Drive consistent and predictable channel revenue bookings through joint business planning and ongoing partner engagement
- Take on a revenue quota for channel sales results with the goal of establishing a long-term, repeatable framework that will drive consistent and predictable revenue
- Effectively position Deepwatch value proposition and program elements within the channel ecosystem to maximize partner success
- Understand the partners intimately - business models, services capabilities, cross-organizational relationships, compensation models, what motivates them, marketing strategies, etc. to ensure optimal GTM alignment and drive commitment to an ever-expanding and deepening relationship
- Develop deep understanding of Deepwatch capabilities and services offerings to best support and enable our partners
- Work effectively with Deepwatch sales teams across regions to drive pipeline and new revenue through the successful positioning and sale of Managed Security Services
- Execute against business plans and make quick adjustments both tactically and strategically to serve both Deepwatch and our partner ecosystem
- Formulate, implement and review nurturing and growth programs
- Exceed quarterly results for sales bookings
- Develop and present regular metrics reporting by partner
- Set and manage expectations with senior stakeholders, channel partners, and team members
- Play an active role in driving growth in a winning, team oriented, hyper-responsive culture
- Perform other duties as assigned by Senior Leadership
- Serve as a role model of Deepwatch’s Core Values, and coaches and encourages others to model these values
- Embody the Deepwatch Leadership Attributes of ownership, delivering results, hiring & developing the best talent in the industry, having backbone and ability to disagree and then commit, and earning trust
To be successful in this role, you’ll need to:
- Leverage a consultative relationship approach to evangelize Deepwatch value at all levels within the partner organization and increase/maintain mindshare ongoing
- Leverage exceptional communications skills to lead business and technical presentations, demonstrations and conversations with C-level audiences across major accounts and partners
- Effectively manage multiple opportunities in a methodical and disciplined manner
- Attend industry trade shows and security related conferences in support of activities
- Set and manage expectations with senior stakeholders and team members
- Research and position Deepwatch’s MDR solutions versus competitors
- Provide input into overall company strategy and product roadmap
- Work closely with Marketing teams to design and implement promotions, campaigns and awareness
- Have a Bachelor’s degree or Master’s equivalent experience
- Have 7+ years sales experience in information security software or services
- Can demonstrate knowledge and experience working with a range of GTM reseller partners (varies by region)
- Demonstrate a proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth
- Own a successful track record managing a team of channel sales professionals
- Have a fundamental understanding of Managed Security Services business model, value proposition, and competitive landscape
- Are comfortable selling value versus price with proven experience in selling complex solutions and large deals to senior executives
- Are highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required
- Have excellent communications skills and ability to interact with partners, executives, and customers on a daily basis
- Are proactive, analytical, and results oriented
- Have the ability to work independently, establish priorities and demonstrate good judgment - proactively seeks feedback and input
- Are smart, analytical (with attention to details), creative, driven and with a get-it-done attitude
- Have experience and/or knowledge of Deepwatch SIEM, EDR, and VM technologies and Deepwatch alliance partners (i.e. Splunk, SentinelOne, Crowdstrike, Tenable, PAN, etc.)
- Possess channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach
- Possess experience developing and implementing marketing campaigns and initiatives
- Possess a good grasp of the MSS competitive landscape
- Understand MITRE Att&ck and NIST cybersecurity frameworks
- Are willing and able to travel extensively (often with short notice)
Statutory Pay Disclosure
The anticipated pay range for this role is $233,000 - $297,000 OTE + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.
What We Offer:
Deepwatch is excited to provide benefits designed to support team members and their families. Including:
- Medical, dental, vision, and disability insurance
- Flexible Time Off (FTO), 9 company holidays, sick leave and 8-Weeks Paid Parental Leave
- Unique professional development benefits, starting at $3,000 annually
- Wellness contests and monthly educational programs
- 401(K) retirement program with employer match
- Learn more here: Deepwatch Benefits
We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you. Please review our DEI Statement here.
Deepwatch welcomes and encourages applications from people with disabilities and accommodations are available on request for candidates taking part in all aspects of the selection process. Please inform your recruiter or contact [email protected] for further information.
All Deepwatch employees are expected to:
- Be interested in and able to work remotely from a home office when not at a corporate office
- Pass a pre-employment background in accordance with applicable laws
Deepwatch is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, marital status, sexual orientation, gender identity, genetic information, protected veteran status, or any other characteristic protected by law. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
By submitting your application, you agree that Deepwatch may collect your personal data for recruiting, global organization planning, and related purposes. The Deepwatch Privacy Policy explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over Deepwatch’s use of your personal information.
