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Director of Global Channels

SANS Institute
Bethesda, MD
  • Expired: April 20, 2022. Applications are no longer accepted.

About SANSSANS Institute (SANS) was established in 1989 as a cooperative research and education organization. In the next 25 years it grew to become the most trusted and, by far, the largest source for information security training and security certification in the world reaching more than 300,000 security professionals around the world today, with around 60,000 having been granted Global Information Assurance Certification (GIAC) security certifications - the leading certification that provides assurance to employers that their people and prospective hires can actually do the job. At the heart of SANS are the many security practitioners - from auditors and network administrators to chief information security officers, all sharing the lessons they learn and jointly finding solutions to the challenges they face - in varied global organizations from corporations to universities working together to help the entire information security community.Join the SANS TeamAt SANS, our culture is defined by Mission, Brand, People.

Our goal is to hire people who understand the importance of continuing to fight against the "bad guys" (Mission) while delivering the highest quality training (Brand) to our students. We want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).Summary of PositionWe are seeking a Director of Global Channels to join our team within the SANS Security Awareness business unit. The primary goal of the Director of Global Channels is to develop a successful global channel strategy and manage the global Channel Account Manager team.

The ideal candidate will possess integrity, tenacity, humility, and desires to pursue excellence. This individual would also be a self-starter who is adaptable, has excellent communication skills, reliable, a strong leader, and can work well individually or as part of a team. Key Responsibilities Evolve and expand a global channel partner strategy that aligns with SANS Security Awareness (SSA) product lines and SANS culture.

Qualify, contract, onboard, and deploy strategies to get channel partners activated and engaged to consistently sell SSA products. Implement partner engagement programs, including a Partner Advisory Council and develop a technical certification program for partners and their sales teams to allow them to build services that compliment SSA product offerings. Lead the Channel Account Manager team to identify key sales opportunities to generate revenue and maximizing SSA product sales within their customer base.

Collaborate with and direct Channel Marketing team to deploy field marketing in a brand consistent and effective manner and create partner specific marketing plans to increase sales. Work closely with Sales, Sales Engineering, Customer Experience, and Engineering teams so ensure channel integration into our ecosystem and processes. Create strategy and programs to coordinate with partners and develop joint business plans to mutually agree upon business objectives.

Perform quarterly business reviews with the Channel Account Manager team and recommend improvements. Establish KPIs and reporting to effectively manage sales activities and results for Channel Account Manager team. Resolve partner inquiries and any related issues and sales conflicts in a timely fashion.

Other tasks as directed.Basic Qualifications Minimum 6 years of channel sales experience in a business-to-business, enterprise/strategic customer segment Minimum 3 years of channel sales experience in cyber security Minimum 3 years managing a team Minimum 2 years of experience working in a start-up environmentProven track record of 100%+ revenue target achievement. Proficiency in presenting solutions and understanding of how solutions fit within the larger technical ecosystem in an IT organization. Data-driven mindset to continuously measure partners, CAMS, sales to ensure positive growth and profitability of programs.

Establish credibility and trust with partners which leads to value and revenue achievement. Ability to build relationships and trust with channel partners. Experience with large cybersecurity resellers such as Optiv and GuidePoint, as well as large volume resellers like CDW, Insight and SHI.

Experience with distributors.Preferred QualificationsFour-year college degree from an accredited institution preferredExperience with Allbound preferredReporting RelationshipsThe Director of Global Channels will report to the Director of SSA Global Sales and manage the Channel Manager (US, APAC, and EMEA).Work EnvironmentRemote work with up to 50% travel, as needed.Equal Opportunity EmployerSANS is an Equal Opportunity Employer, and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state, or local protected class. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

SANS Institute


Bethesda, MD
20810 USA



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