Senior Director, Channel Sales Dach/ee

Senior Director, Channel Sales DACH/EE

We are seeking a proactive, creative, and tenacious Channel Sales Leader to drive activity within strategic channel partners and to help define the future partner strategy for the DACH/EE region.

The Senior Director, Channel Sales DACH/EE will be responsible for all partner Go-to-Market strategies: prioritizing different Routes-to-Market, key partners, initiatives and campaigns, and overall GTM execution. Based in Germany, the Senior Director, Channel Sales will be measured on the productivity of the Channel and business results. A visionary leader who can devise the Channel strategy, articulate it internally and externally, recruit a team of high-calibre professionals, and drive execution in the territory.

Your day-to-day:

• Develop and execute the Regional Channel sales strategy to recruit, enable and develop targeted Distributors, Resellers and System Integrators
• Regular interaction with partner principals, executives, sales and sales management at existing and prospective value added and direct market resellers
• Conduct regular sales training presentations with partner sales teams to ensure they understand and can articulate Proofpoint's value proposition
• Lead the team of Channel Account Managers (CAMs) in the DACH/EE region
• Work with the Channel Marketing Team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI
• Provide accurate weekly forecast and activity reports to EMEA Channel VP
• Define partner plan and work with the Regional Sales VP and country managers to drive incremental revenue
• Provide feedback to EMEA Channel VP on individual performance for employee reviews and one-to-ones, including participating and deputising where appropriate
• Define and execute business plans including Quarterly Business Reviews to deepen our traction with partners
• Assist with driving pipeline, sales qualification, and closing of business
• Meet NARR (New and Recurring Revenue) quotas and achieve the partner DR (Deal Registration) targets for the region
• Regular interaction with partner principals, executives, and sales and sales management
• Conduct regular sales training presentations with partner sales teams ensuring they can articulate Proofpoint's value proposition
• Oversee relationship building activities and account mapping activities between Proofpoint sales organization and partners in the region
• Work with the Channel Enablement team and the Advanced Technology overlay teams to develop the business on all products with the channel

What you bring to the team:

• Proven success, ideally in the security market, as an experienced Channel Account Leader within the DACH region is required.
• Strong security industry contacts in the prospective customer and partner communities
• Outstanding consultative selling skills and ability to articulate the company's value proposition clearly and effectively
• Ability to manage Channel Account Managers; previous people management experience is desirable
• Team player, with capacity and autonomy to work with Finance and Legal teams to close complex negotiations
• Capable to quickly understand the team's strengths and weaknesses, opportunities and challenges and then create a business plan, accurately forecast, and scale the business
• Must be organised, detail and process oriented
• Ability to use SFDC, pricing and other on-line tools effectively
• Tenacious, consistent, and persistent approach
• Fluent German and English required.

Why Proofpoint:

• Inclusive Culture: We are committed to fostering a workplace where inclusion is not just values but practices embedded in everything we do.
• Cohesive Team Dynamic: Join a team that thrives on collaboration, mutual respect, and a shared passion for success. Our supportive environment ensures that you'll have the resources and encouragement needed to excel.
• Impactful Role: In this role, you will have the opportunity to shape the future of our organization in the region, making a significant impact on our growth and success.

Protecting people is at the heart of our award-winning cybersecurity solutions, and the people who work here are the key to our success. We're a customer-focused and a driven-to-win organization with leading-edge products.

We are an inclusive, diverse, multinational company that believes in culture fit, but more importantly 'culture-add', and we strongly encourage people from all walks of life to apply.

We believe in hiring the best and the brightest to help cultivate our culture of collaboration and appreciation. Apply today and explore your future at Proofpoint! #LifeAtProofpoint