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48947BR
USA - California - California, USA - Illinois - Chicago, USA - Massachusetts - Burlington, USA - Texas - Austin, USA - Texas - Dallas, USA - Texas - Houston
Job Description and Requirements
Software Security and Quality business is all about building secure software-faster. That starts with our application testing and Software Composition Analysis tools so our customers can build security and quality into the DNA of their code at any stage of the software development lifecycle and across the supply chain. All while minimizing risks and maximizing the speed of application development.
We are seeking a proven channel sales leader to support the rapid growth of our North America channel business. The ideal candidate will have experience working in a collaborative sales environment with our field sales leadership team to drive partner-led pipelines and bookings.
Role Summary:
The Synopsys Software Integrity Group (SIG) is growing its channel business and we want you to come grow with us! A major contributor to that growth for SIG is our partner program. Partnerships serve many purposes for our business and facilitating the development of field relationships with partners is a top priority for the company. The Partner Program is key to the ongoing growth of SIG and this role is a key aspect of that for our North America region (US & Canada) aka NAM.
The Channel Sales Director will lead a team of Channel Sales Managers and be responsible for the overall channel bookings target in NAM. The role includes planning and developing the overall growth strategy for our partner business and focusing on execution with key partners, including VARs, Resellers, and MSPs. This role will report directly to the VP of North America Sales with a strong dotted line to the Global VP of Channels & Alliances. This function is responsible for developing and qualifying new partner sales opportunities and will work closely with our field sales teams as they engage our partners in the field. Candidates will be customer-focused with a solid record of delivering results in a high-performance, fast-paced environment via partners. This is a fast-growing team. Be open to taking on new responsibilities as they arise, some tactical, some programmatic, all-in support of growing our North America partner program.
Role Requirements:
- Responsible to lead a team of channel managers across our NAM sales region with responsibility for helping to build a qualified partner pipeline and exceed the overall partner number in NAM.
- Build a joint GTM strategy with the NAM sales team that includes partner selection, recruitment, enablement, pipeline generation, and pipeline review calls.
- Identify strategic go-to-market opportunities and build out those joint efforts with partners
- In partnership with partner marketing, develop and deliver compelling messaging that helps to recruit, motivate, and retain top target partners.
- Recruit, retain, and motivate a team of channel managers who have experience in building a channel program for a growing software company while holding them accountable for achieving their assigned goals and targets.
- Act as the executive point of contact for the sales leadership within our partners in NAM to develop the overall joint GTM strategy and drive mutual success.
- Ensure proper tracking and attribution of partner opportunities in SFDC by the Channel team.
- Manage the NAM partner opportunity pipeline and assist in driving deals to close.
- Work with the NAM Partner Marketing team to drive demand generation activities to further build the partner opportunity pipeline and NAM Partner SE team to ensure technology alignment and technical training for our partners.
- Work closely with the global partner operations, program and enablement teams to ensure the partner program is optimized for channel sales execution in NAM.
- 8-10 years of experience working with key channel partners in the software/technology sector with at least 5 years in a channel sales leadership role.
- Experience building out a successful channel program with a growing cybersecurity software company in a highly competitive segment.
- Solid background in direct and indirect technology sales, in Application or Cyber Security.
- Proven background working with cross-functional teams to accomplish your goals.
- Established contacts and connections at key resellers, VARs and distributors.
- Experience structuring partner deals for On-prem, SaaS and Managed Services licensing models
The base salary range across the U.S. for this role is between $210,000.00-$316,000.00. In addition, this role may be eligible for an annual bonus, equity, and other discretionary bonuses. Synopsys offers comprehensive health, wellness, and financial benefits as part of a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Your recruiter can share more specific details on the total rewards package upon request.
Job Category
Sales
Country
United States
Job Subcategory
Sales Account Management
Hire Type
Employee
Base Salary Range
$210,000-$316,000
Synopsys maintains a workplace where all personnel, customers, and vendors are treated with dignity, fairness, and respect. We maintain worldwide policies in our Work Rules Policy, which is applicable to all employees in furtherance of these principles. We pride ourselves on providing a healthy and productive work environment that is free from discrimination and harassment based on race, color, religion, gender, gender identity, sexual orientation, marital status, veteran status, age, national origin, citizenship, ancestry, physical or mental disability, pregnancy, medical condition, and any other characteristic protected by law. For applicants and employees with disabilities, we also make reasonable accommodations consistent with applicable laws and regulations. We are each expected to do our part to create a healthy and productive work environment for everyone. This includes bringing issues to management’s attention when you believe certain conditions are distracting from a good work environment. Our Work Rules Policy also allows you to raise concerns with other Synopsys managers. If employees are still unable to resolve their concerns, their disputes may be resolved through our Internal Issue Resolution Process Policy. In addition, all managers and employees in positions of authority have a special obligation to maintain and support a healthy and productive work environment.