Senior Director, Channel Sales

Reports to: Vice President of Global Sales

As a leading mobile security and privacy solutions company, Quokka offers proactive mobile security solutions that ensure a higher level of security and privacy for mobile applications, mobile devices and now enterprise mobile fleets. Quokka’s latest enterprise mobile security solution is poised to disrupt and reshape the market by enabling BYOD, providing privacy and security to the device owners, while allowing access to and protecting the enterprise's data. It is an exciting time at Quokka as we are reshaping the company and the market with our new offering.

We are looking for a strong, experienced leader to grow and oversee our commercial sales channels and related partnerships to accelerate our growth. We recognize the importance of channel sales to our growth and success and will be investing in the establishment and success of our channel partner network in North America, Europe, and beyond. In this role, you will establish and execute a global channel strategy, oversee, strengthen, and grow our initial and emerging channel partner relationships, and identify new channel partners. You will also have the opportunity to grow and manage a global channel support team as needed. 

Given Quokka’s SaaS-based security offerings, SaaS channel experience is critical, and cybersecurity experience is of great value. You must have a proven track record of building and managing sales channels, with experience in the US, Canada, the UK, and Europe. You must also have demonstrated an ability to navigate complex relationships and deeply understand the resellers, distributors, and regional differences in the regions of interest. Knowledge of and experience working with Managed Service Providers (MSPs) and/or Managed Security Service Providers (MSSPs) will also be an asset.

The ideal candidate should be a self-starter excited about working for a fast-paced startup with immense opportunity and white space. You should be highly driven, resilient, and excited about defining, developing, owning, and executing strategic plans that deliver on our aggressive growth expectations. You should be ambitious, entrepreneurial, technical, data-driven, and comfortable thinking on your feet.

We are a small and scrappy team, working in some of the best cities in the US and beyond, with a passion for Mobile Security - join us if you are excited about making an impact in a high-growth space!

What you will do in this role:

• Develop and manage relationships with our existing and emerging Channel Partners to drive sales and revenue
• Identify, recruit, and manage channel partners to drive our growth in key commercial markets as demand and opportunity allow
• Develop and execute a comprehensive channel strategy to grow Quokka's market presence and overall revenue via strategic partners across the industry with resellers, distributors, and MSP/MSSPs
• Leverage proven techniques that scale for enterprise and vertical SaaS partner lead generation and pipeline progression, such as event-based prospecting, vertical campaigns, and cold outreach
• Work with Quokka’s product team to shape and deliver key features to meet channel partners’ needs
• Work with Quokka’s marketing team to identify and deliver the collateral required to make the channel partners successful
• Work with Quokka’s sales team to shape and deliver sales training, as needed by the channel partners
• Oversee the contract negotiation and deal structuring process to ensure favorable terms for the company while fostering strong, long-term relationships with partners
• Collaborate closely with finance, legal, and engineering teams to ensure seamless integration of partner solutions and successful go-to-market strategies
• Be finely tuned into market research, competitor activities, industry trends, and market gaps to identify potential areas of expansion across multiple industries
• Develop and implement key performance indicators (KPIs) to measure the success of partnerships, monitor performance against targets, and optimize strategies based on data-driven insights

To be successful, we need someone in this role who has the following:

• Bachelor's degree in Business, Finance, or related field; MBA preferred.
• 10+ years of experience in business development, strategic partnerships, partner management, or similar roles at a SaaS company; (mobile) cybersecurity experience preferred
• In-depth knowledge of vertical and horizontal SaaS platforms, (mobile) security providers, and the IT/Security ecosystem
• Solid understanding of the relevant reseller and distributor networks in North America and different regions across Europe; similar knowledge in other parts of the world preferred
• Proven success leading partnership programs at SMB B2B SaaS companies
• Experience with SaaS solutions
• Experience with cybersecurity, mobile device management, and/or mobile security SaaS solutions is preferred
• Knowledge of and experience with leading channel management tools, plus Hubspot and SFDC
• Exceptional leadership skills with a track record of managing and motivating high-performing partner resources
• Outstanding communication and presentation skills, able to represent Quokka effectively to diverse audiences, build relationships, and influence stakeholders at various levels
• Strategic thinker with the ability to identify and evaluate new business opportunities and develop innovative growth strategies
• Analytical mindset with the ability to leverage data and market insights to make informed business decisions
• Strong organizational skills and the ability to manage multiple projects and priorities simultaneously; flexibility and adaptability to work in a fast-paced, dynamic environment
• Demonstrated success in creating, defining, and implementing go-to-market strategies that drive revenue growth and market expansion
• Excellent written and verbal communication, with a proven ability to communicate effectively with a variety of audiences
• Willingness to travel on an as needed basis