Channel Sales Director - EMEA
ExtraHop
London, United Kingdom
6d ago

ExtraHop’s Sales team is growing! Our platform for wire data analytics is disrupting the multi-billion dollar IT Operations Management industry.

We have enthusiastic customers who are coming back for more because our products work and support cool use cases. We offer strong comp plans, fair quotas, and the opportunity to work with other smart, hardworking people who are excited about creating the next great systems company in our market.

If you are at the top of your game, have experience building territories, are a challenger, and can sell innovative next-gen solutions, then we want to hear from you.

Duties and Responsibilities

This key position requires someone who is able to learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products and industry trends.

You will focus on enabling and activating existing Partners, while recruiting and developing new ones. To meet financial goals, the role requires the skills to develop a strategy and business plan focused on revenue growth and new customer acquisition.

Meet and exceed assigned sales targets by closing new accounts and growing revenues in existing customer installations

  • Identify prospects for ExtraHop products through cold calls, and lead follow-up and face-to-face meetings
  • Call on senior executives to understand the business, decision-making, and financing processes of your territory
  • Present and demonstrate ExtraHop products to customers
  • Help the Channel evolve by introducing creative ideas about programs, sales strategies and incentives to extend to partners to drive growth
  • Provide regular reporting of Channel activity and forecast using Salesforce.com
  • Experience with Systems Integrators or Managed Service Providers is a plus
  • Provide customer and competitor feedback and field intelligence where available and necessary
  • Prepare and implement strategic sales account plans for all customers and identify business growth opportunities in assigned customer base
  • Ensure resellers and field sales engineers and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier
  • Work with resellers to grow business in your territory
  • Prepare and maintain an accurate sales forecast for your territory
  • Network in customer and related organizations
  • Required Qualifications and Experience

    REMOTE - UK or GERMANY. London or Munich preferred.

  • Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering)
  • Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner
  • Strong communication, organizational, and interpersonal skills
  • Proven history of sales success in network / application management or related IT infrastructured solutions
  • Demonstrated ability to secure meetings and close deals with senior level executives
  • Solid understanding of enterprise networking technologies : switches, routers, firewalls, load balancers, WAN optimization technologies, and so forth is a plus
  • Strong independent work ethic and experience working in startup culture
  • Existing senior level relationships at a wide range of enterprise accounts in your assigned territory
  • Five years’ experience in technology sales with a consistent track record of exceeding sales targets
  • Background in software / hardware sales and distribution with large software, hardware, and / or networking companies
  • Ability to travel
  • About ExtraHop

    At ExtraHop, we create great products because we give talented employees the freedom to be intellectually curious and creative.

    We seek a diversity of perspectives and foster employee quirkiness and spunk to help drive innovation. Every ExtraHop employee knows that we’re all in this together and that work is an important part of life so it should be fun.

    A sense of humor is required here, seriously!

    We are the global leader with a novel approach to Security and IT Operational Analytics . Our market opportunity is greater than $20B and our solutions span all industries.

    Pretty neat, huh? If you want to join a fun team that produces award-winning products that provide tremendous business value and delight customers, then ExtraHop is the company for you!

    Founded by engineers, ExtraHop is a Seattle-based technology company that delivers elegant solutions for the tech industry’s most challenging problems.

    As a privately held fast-growing technology leader in the $20B IT operations management space, ExtraHop Networks is positioned to be the next great systems company.

    We are known as innovators who take a smart, creative approach to solving problems. Our ExtraHop team and product line have received many awards, including wins in multiple categories of, a Gold Medal prize inPuget Sound Business Journal’s annual list of Washington’s Best Workplaces , and several Gold Stevie American Business Awards .

    ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law

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