Director, Channel Sales

Company Overview

Valimail is a fast growing, venture funded startup and the leader in Email Authentication as a Service. Here is your chance to get in on the ground floor at an important technology innovator and to help build a major business service category. We have built a revolutionary platform on top of open standards — DMARC, DKIM, and SPF — for the first time it makes it possible for any organization to protect itself against email impersonation. Valimail pioneered the notion of automated email authentication, with innovative components like our DNS-based Authenticator (including our patented Instant SPF). We’re committed to building a more trusted email

Position Overview

We are seeking a Channel Sales leader to join our Partner Sales organization as the Director of Channel Sales. As the Director of Channel Sales you will represent the needs of the Channel Partner to Valimail, direct and oversee Valimail’s Channel Sales program, owning and managing relationships between Valimail and channel landscape, and work closely on partner marketing activities.

Frequently cited statistics show that women and underrepresented classes will only apply to roles if they feel they meet 100% of the qualifications. At Valimail, we encourage you to break through that statistic. Roles evolve over time, especially with innovation, and you may be just the person we need in the future. NO ONE ever meets 100% of the qualifications. We hope you're open to learning new skills in order to grow with us. Make our team, your team!

The application window for this role will close on February 16, 2024.

What You'll Be Doing:

• Strategically direct Valimail’s Channel Sales program to identify, recruit and enable new Partners.
• Evaluate the current effectiveness of Channel Sales strategies and create improvements aimed at volume lift and to align channel enablement programs with sales strategies.
• Establish key performance indicators (KPIs) to measure the effectiveness of channel enablement programs.
• Work with Partner Marketing Manager to create a “Partner Portal” to house partner facing, self service enablement materials, recordings, etc.
• Manage the pipeline and financial aspects of the Channel Partner relationship including revenue, renewals rate, margin, rebate, etc.
• Regularly assess and report on the impact of enablement initiatives, making data-driven recommendations for improvement.

About You:

• A proven security Channel Sales professional with 10+ years of experience in Channel Sales and 5+ years of direct management experience, preferably managing a small, scrappy team.
• Excellent communication skills; both written and oral. High level of presentation and solution selling abilities.
• Must have executed, built, refined or enhanced a channel program
• Must have the ability to work autonomously, be self-motivated and a strong influencer at both the individual contributor and executive levels.
• Must have experience developing distribution/channel strategies, preparing proposals, quotes and business plans and presenting solutions

Bonus Points:

• You have built a Channel Sales program from scratch
• Experience in SaaS or cybersecurity is a plus

Travel:

• This role has a 20% travel component.

Who We Are

Valimail is the global leader in zero-trust email security. The company's full line of cloud-native solutions authenticate sender identity to stop phishing, protect brands, and ensure compliance; they are used by organizations ranging from neighborhood shops to some of the world's largest organizations, including Uber, Splunk, Yelp, Mercedes Benz USA, and the U.S. Federal Aviation Administration. Valimail is the fastest-growing DMARC solution with the largest global market share and is the premier DMARC partner for Microsoft 365 environments.

Why Join Us?

• Competitive pay + participation in employee stock option plan. The anticipated salary range for this role is $170,000-180,000, with a variable component estimated at $60,000 - $70,000. This role is eligible to participate in our equity incentive plan. Actual title and compensation is commensurate with qualifications and experience.
• Comprehensive health, dental, + vision coverage
• Six weeks of parental leave & six weeks of additional leave for the birth giving parent
• Remote First Company, you can work anywhere within the US
• Unlimited and flexible PTO. We believe balanced, happy, relaxed people do better work