Job Description

mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (\xe2\x80\x9c \xe2\x80\x9d), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

What You\'ll be Doing

The APAC Channel Director must be a knowledgeable, capable and charismatic leader with proven experience working with global resellers, SI, distributors, managed services providers and technology alliance partners. They must be focused on meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of the channel sales team members. They will be an outstanding cross-functional team member and brand ambassador internally and externally.

This role reports to the Senior Vice President of International Sales - APAC & EMEA

Key Outcomes:

Menlo has a well-defined and effective APAC Channels strategy that supports the achievement of Channels revenue goals, develops strong and loyal partner relationships, and positions Menlo as a top Browser Security leader.

The APAC Channels team is well equipped and positioned to succeed in their regions and careers.

Responsibilities

Leads with accountability and a demonstration of the ownership needed to ensure Menlo achieves its results

Unleashes Talent by hiring, developing and leading a high-performing team of Channels sales professionals in Asia Pacific

Defining and implementing an innovative and effective APAC Channels strategy to drive revenue growth. Ensuring effective Channel Partner enablement via training, tools, and support to effectively market and sell the company\'s offerings.

Driving the virtual channel sales teams to meet or exceed revenue and sales targets set for the region while demonstrating the impact of the Channel Strategy, especially in regions without local sales presence such as Australia and India.

Implementing new program elements and processes for resellers and system integrators that aid Menlo\'s recruitment, accreditations, enablement, measurement and accountability

Fostering productive collaboration with internal cross-functional stakeholders, including Field Sales, Marketing, Sales Enablement, Customer Success, Solution Engineering, Finance, and others to ensure alignment for success

Playing a hands-on role with the channel sales organization, maintaining a personal presence and high visibility in the field

Setting the tone within a channel-centric culture by fostering a success-oriented, accountability-based organization and ensuring that our core values and objectives are put into practice -- open communications, creativity to establish a team spirit of problem-solving, and dedication to identifying/capturing new business opportunities.

Key Deliverables:

A well-defined overarching APAC Channel Strategy Plan + regional plans

APAC Channels Enablement Plan

Targeted Field Marketing Strategy per Country

Required Professional Qualifications

10+ years of experience at global enterprise technology companies - including security and software experience

5+ years of experience leading channel sales teams for an enterprise technology company

Very knowledgeable and experienced in channel sales management, reporting, required assets, processes, incentives, and effective programs

Fluid, working knowledge of how to build and measure pipeline creation, deal velocity, quoting, proposing, presenting and discussing solutions with C-level and other executive decision-makers

Highly developed partner and client satisfaction focus -- excellent decision-making and conflict resolution skills

Experience managing both the strategic direction and tactical execution of a high-growth and experienced channel sales team; strong leadership and coaching skills

Excellent oral, written, and presentation skills required -- including content development

50+% travel required

Preferred

Strong knowledge of the Cyber Security Market

Master\'s degree in a related business, education or technology field

Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we\'re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security\'s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.

Menlo Security