VP, Channel Sales

About Netskope

Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security. 

Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive.  Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter@Netskope.

About the position:

The Vice President, Channel Sales will be a key leadership role, responsible for developing and executing Netskope's channel strategy to drive revenue growth through our partner ecosystem, including resellers, distributors, systems integrators, and managed security service providers (MSSPs). This role requires a deep understanding of the security and networking channel landscape, strong relationships across the partner community, and a proven track record of building and scaling high-performing channel programs. You will lead a team of channel professionals, fostering their growth and development while driving partner-sourced and partner-influenced revenue.

Responsibilities:

• Channel Strategy Development: Formulate and implement a comprehensive channel strategy aimed at expanding Netskope's partner ecosystem and achieving revenue growth objectives. Collaborate with marketing, product, and direct sales teams to ensure alignment and maximize channel effectiveness.
• Team Leadership: Recruit, lead, manage, and cultivate a high-performing team of channel professionals, including channel account managers, partner development managers, and channel marketing specialists.
• Partner Relationship Management: Build and maintain robust relationships with key resellers, distributors, and MSSPs, understanding their business models and enabling them to effectively position and sell Netskope's solutions.
• Partner Program Development: Design and evolve tiered partner programs, incentive structures, deal registration processes, and enablement resources that drive partner engagement and reduce channel conflict.
• Co-Selling and Pipeline Development: Partner with direct sales leadership to drive joint go-to-market motions, ensuring smooth collaboration between direct and channel sales teams on shared accounts and opportunities.
• Contract Negotiation and Execution: Partner with cross-functional teams to negotiate and finalize partner agreements, ensuring favorable terms and a seamless partner onboarding experience.
• Market Intelligence and Analysis: Remain informed about industry trends, competitive channel dynamics, and shifts in distributor and reseller landscapes that influence channel strategy.
• Process Improvement: Continuously assess and enhance channel processes, tools, and partner enablement programs to optimize overall performance and productivity.

Requirements:

• Over 15 years of executive channel sales leadership experience.
• A proven track record in building and scaling channel programs for security and networking technologies, including SASE, CASB, Secure Web Gateway (SWG), Zero Trust Network Access (ZTNA), Next Generation Firewalls, Data Loss Prevention (DLP), and cloud security solutions.
• Consistently exceeded partner-sourced revenue targets, demonstrating a strong commitment to achieving and surpassing channel growth goals.
• Established relationships with major distributors, national and regional resellers, and MSSPs within the security and networking ecosystem.
• Exceptional communication and interpersonal skills, enabling the establishment of robust relationships with partners, customers, and internal stakeholders.
• Strategic thinker with strong problem-solving capabilities, adept at developing and executing complex channel strategies and partner incentive models.
• Solid business acumen encompassing financial management, contract negotiation, and operational leadership.
• In-depth knowledge of partner program design, deal registration frameworks, and channel conflict resolution.
• Proven ability to recruit, train, retain, and motivate high-performing channel teams.

Education:

• Bachelor's Degree or MBA preferred

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Compensation: 

At Netskope, salary is one component of our competitive total rewards package. The salary range for this position is as listed below. This is a national range. For purposes of complying with applicable laws, the range applies to candidates in California, Colorado, Illinois, Maryland, New York, Washington, and other states.

The successful candidate’s starting pay will also be determined based on job-related skills, experience, qualifications, location, and market conditions. 

For all sales roles, the posted salary range is the On Target Earnings (OTE) range for the role, which is the sum of base salary and target commission amount at 100% goal achievement.

In addition to salary, candidates may be eligible for other forms of compensation such as participation in a bonus plan (for non-sales roles) and a stock award program. Candidates may also be eligible for a comprehensive health plan and other benefits that can be reviewed at Netskope Benefits site. 

Salary Range$400,000—$525,000 USD

Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.

Netskope respects your privacy and is committed to protecting the personal information you share with us, please refer to Netskope's Privacy Policy for more details.

The application window for this position is expected to close within 50 days. You may apply by filling out the below information, or visiting our Netskope Careers site.