Federal Channel Sales Director

November 23

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Description

• Ready to embark on the quest of joining Hack The Box? • At the end of this thrilling journey, you'll become a proud member of Hack The Box, with the ultimate mission to help redefine cybersecurity expertise. • The core mission of the Director of Federal Channel Sales is to work closely with HTB Federal Sales to leverage external partners, driving long-term cross-sell and upsell opportunities through engagement with distributors. • It involves aligning HTB teams—including partner marketing, enablement, and sales engineering—to effectively execute the channel strategy. • Additionally, the role requires coordinating with the distributor to maximize the impact and performance of strategic partners. • Driving incremental pipeline growth will be the goal, while achieving incremental revenue growth, and ensuring that the channel contributes 75%-80% of the total federal business. • This role will report directly to the VP of Global Channel Sales and will work closely with various functions across HTB. • Aligns cross-functionally on sales-oriented activities, including marketing, sales, promotions, trade shows, and coordination of Partner Enablement. • Collaborate with HTB sales executives to leverage external partners including Global System Integrators, Managed Service Providers, and Alliances to deliver longer-term, cross-sell/upsell through joint engagement with distribution. • Work to evolve emerging partners as potential future Strategic Partners thus improving the HTB Partner Ecosystem. • Working with distribution to coordinate and maximize the development of Emerging Partners. • Achieve 4x partner pipeline generation from the named set of partners as well as sales, pre-sales and services enablement of those partners. • Closely aligning with sales to execute contract strategies, deal structure, and partner selection. • Driving customer satisfaction, ensuring targets are consistently met or exceeded by Partners.

Requirements

• Extensive understanding of the government procurement process and its associated requirements. • Proven experience in providing precise monthly and quarterly forecasts. • Deliver leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the partner. • Experience in partner enablement, GTM strategies, Partner Business Planning and Account Reviews. • Ability of growing indirect revenue by analyzing data and creating an actionable plan to grow revenue. • Openness to traveling across various regions, including participation in all business reviews and occasional meetings. • Experience with Resellers, GSI's, CSP’s, ISVs, Telco Carriers and Distribution to increase market share and grow revenue is preferred • Strong collaboration abilities with both internal and external teams. • Excellent abilities in communication, presentation, prioritization, time management, and negotiation with stakeholders at all levels.

Benefits

• Private health care. • 25 annual leave days. • Paid paternity leave. • Free lunch & snacks at the office. • Dedicated budget for training and professional development, participation in conferences. • Full access to the Hack The Box lab offerings; so you can learn how to hack. 😉 • State-of-the-art equipment (mac, iPhone, and mobile plan). • Flexible working model, including the option to work fully remotely.