Responsibilities

• Lead a team of 8-10 Regional Channel Sales Managers (CSMs) in achieving individual and team quota
• Ongoing mentoring and development of sales team which includes recruiting, hiring and coaching new CSMs
• Support & coach team of CSMs in their responsibility to build pipeline daily
• Conduct weekly forecast meetings
• Reporting on sales activity and forecast to the Director of Global Channel Sales
• Consistently monitoring the sales activity of the team, and tracking the results
• Assist CSMs in closing highly complex transactions through the development of executive-level relationships with key partners 
• Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
• Coordinate and lead weekly and monthly one-on-one and team-wide pipeline reviews, meetings and training sessions to ensure ongoing improvement.
• Ability to deliver results in a fast-paced environment

Requirements

• Demonstrated success in directly leading a high-performing sales team within a sales environment (experience and high performance in the Channel space is highly preferred)
• Channel management experience with Security Integrators and/or IT VAR reseller partners
• Demonstrated sales success (President’s Club or similar recognition)
• Successful track record in a high-volume transaction sales environment
• Excellent presentation and listening skills
• Proven ability to successfully hire and train new sales representatives and coach lower performers through to success
• Demonstrated ability to accurately forecast sales results
• 50% travel expectation throughout your assigned territory
• Must live in the the territory (Northeast US)