Global Channel Sales Manager - BT

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, Melbourne, 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 (pre and hopefully post-Covid) 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 BT Global Channel Manager will come on board with the full support of the executive team and local sales reps. This is an amazing opportunity for the sales professional who has a history of completely dominating their territory and who wants to make an impact on building the next iconic cloud security company.

This position will serve as the Global Channel Manager for BT for Netskope and will manage the overall business relationship across EMEA/LATM and serve as a liaison to local teams in the US and APAC.

Responsibilities include:

• Drive bookings against target and achieve annual ACV goal.
• Drive net new customer acquisition against target.
• Be responsible for defining promotions and marketing activities in EMEA & LATAM and agreeing budgets and ROI metrics.
• In line with the existing Global Account plan, maintain executive relations with assigned BT executive teams.
• Work with EMEA/LATAM SP team members to contribute to and add to the addition and build of new offerings in portfolio.
• Conduct regular enablement workshops with sales and pre-sales teams to enable the successful sales of Netskope solutions through the BT businesses.
• Be the escalation point from the field for account engagements and customer satisfaction.
• Ensure proper training and certifications are maintained by BT to provide L1 support and managed services on Netskope.
• Be responsible for monthly reporting and quarterly business reviews.
• Jointly own the BT Global and Enterprise account strategy and global initiatives to meet the client's objectives.
• Team with technical, marketing, and sales specialists to identify and capture revenue opportunities for managed security services.
• Coach the field sales team on how to generate new business opportunities within the structure of the BT go to market.
• Provide consolidated forecasts and opportunity updates using CRM tools to enable management to assist in the sales process when necessary.
• Develop existing customer relationships and cultivate new account opportunities, to meet or exceed sales objectives within an assigned geographic territory.
• Negotiate cost factors, mutually-acceptable contract terms and conditions while meeting company's objectives, goals and attaining ROI.
• Aid in the displacement of competitive vendors where appropriate.

Job Requirements:

• 10 + years of experience working with service providers as a Global Partner Lead or Global Account Manager.
• Hunter mentality – ability to get in front of partner executives and show the value of Netskope to their business.
• Executive Level relationships with BT in their strategic locations.
• Has worked with or for BT.
• Understands the re-seller and MSP business models and how Netskope fits into that model.
• Team Player – able to work well with all functional groups within Netskope.
• Track record of success and over-achievement in previous positions.
• Expert in Salesforce.com.
• 60%+ Travel is required.

Education:

#LI-CJ1

Equal Employment Opportunity:

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.

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About the company

Trusted by industry-leading businesses, we work to protect your data, stop threats and respond to incidents. Netskope, your cloud security platform.