Position Responsibilities

Every digital transaction is significant, every digital interaction is a potential risk, and consumers demand security that is both seamless and robust. Appgate Fraud Protection stands at the cutting edge, identifying cyber threats, mitigating fraud and risk, and enabling a frictionless digital experience. From taking down imposter web sites to stopping unusual login attempts, our solution responds instantly to secure our customer’s brands, their reputations and safeguarding their customer’s digital transactions.

We are looking for a passionate Channel Director to win, maintain, and expand relationships within the digital banking ecosystem and other Appgate partners in order to help grow pipeline and revenue for our Fraud portfolio solutions. The Channel Director is responsible for achieving sales, and partner recruitment objectives.

About the Position

The Channel Director first and foremost establishes productive, professional relationships with key personnel in key partner accounts. He/she coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations. In addition, he or she will also engage in the following activities:

• Develop overall strategy and plan to identify and prioritize target partners.

• Proactively recruits new qualifying partners and drives adoption of company programs among assigned partners.
• Develop a sell-with strategy to enable partner sales resources, define messaging, provide product training and create customized deliverables that meet each partner’s specific needs in the market – integrated with their products and services
• Complete partner account plans and develop strategic objectives in all designated strategic partner accounts.
• Develop, coordinate and deliver sales training to the partners’ sales team including product knowledge and value proposition along with competitive differentiators.
• Establish strong relationships based on trust, with partners’ executive leadership team
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Drives sales through partner organizations to end users in coordination with partner sales resources, direct sales team and SE’s.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Work with Appgate regional sales teams to develop a solid plan and process to drive incremental and net new revenue through Appgate partners to Appgate Clients.
• Achieves assigned channel quota in designated partner accounts.
• Maintains high partner satisfaction ratings that meet company standards.
• When needed, will works closely with product marketing team to deliver accurate, tailored deliverables needed to align with partner strategy

Experience & Qualifications

• Bachelor’s degree required
• 5 - 10 years’ experience working for security software provider in Channel Manager capacity
• Experience working within or selling to the Financial Services (including regional banks, credit unions and/or FinTech ecosystem) preferred
• Experience within the digital fraud or digital threat protection space desirable
• Salesforce experience preferred