DescriptionWho are we?Checkmarx is the enterprise application security leader and the host of Checkmarx One™ — the industry -leading cloud-native AppSec platform that helps enterprises build #DevSecTrust.Powered by the intelligence from our industry-leading AppSec security research team, and our AI-driven technology and services, our platform is designed to enable CISOs, AppSec and development leaders to prioritize their teams’ focus on what impacts their business.Our offerings secure every phase of development for every application, from the very first line of code through production, while simultaneously balancing the dynamic needs of security and development teams.We are honored to serve more than 1,800 customers, which includes 60 percent of all Fortune 100 organizations. We are committed to moving forward with the unwavering dedication to the safety and security of our customers, and the applications that power our day-to-day livesWhat are we looking for?We are looking for a Director of Channels and Alliances in AMS.Responsibilities :
Engage Regional Sales leadership, Sales & Sales Engineers, and marketing teams to ensure awareness and leverage of Checkmarx channel strategy and philosophy.
Build out and own executive VP and C-level relationships across your territory of focus MSSP, SI’s, Advisory, VAD & VAR network.
Work with Channel Services & Channel Sales Engineers to build dedicated Checkmarx practices in leading regional & global system integrators and MSSPs.
Identify demand generation and build a pipeline across your territory of focus.
Directly manage your territory of focus's channels and alliances team across all market segments (Enterprise, Mid-Market, SMB & Supporting Eco-systems including developers and academia).
Work with channel marketing to design and execute your territory of focus channel programs and campaigns.
Oversee your assigned regional partners’ business planning process, setting business objectives, financial targets and critical milestones.
Participate in regular quarterly business reviews with top partners in the assigned regions.
Provide VP WW Channel with critical business visibility and weekly business status.
Provide an understanding of business dynamics and key drivers by your territory of focus region/country and set localized strategy.
Overseeing SFDC for partners and deal registrations for the overall region.
Builds relationships with technology vendors and alliance partners to identify mutual greenfield opportunities.
Works collaboratively between partners and Checkmarx sales team to drive white space discussion and opportunity generation.
Stays abreast of competitive products, technologies, and industry trends.
Preparation of presentations, territory plans and reports.
Requirements
Ten (10 +) plus years sales experience of managing channel programs and relationships in software and/or SaaS environments.
Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product.
Experience selling in the Enterprise Security, Cloud and Developer facing solutions space.
Ability to work independently in a fast-paced environment; must be high energy, motivated and a self-starter.
Ability to travel up to 50% within the assigned territory
Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and Checkmarx teams.
Strong personal network within the industry.
Driven, highly motivated and results driven.
You share our values, and work in accordance with those values.
Performance Indicators
% Revenue from Partner Contribution from assigned regions
MBOs based on Checkmarx overall strategy and regional goals
Size of Partner Practices – certified sales, pre-sales and delivery technical skills
What we have to offerCheckmarx Inc. is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail requestdisabilityaccomodation@checkmarx.com .This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.