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Head of Global Partnerships

vor 2 Wochen

Zurich, Schweiz xorlab AG Vollzeit

xorlab helps build a more cyber resilient world by protecting businesses against never-been-seen-before cyber threats in Microsoft 365, Slack, or Confluence. Our machine-intelligent security platform understands human communication behavior and relationships to uncover sophisticated cyberattacks before they’re delivered to the employees.

With xorlab, security leaders can control the attack surface across tens of thousands of individual relationships in real-time, and ultimately restore confidence in digital communication channels. Major global banking, tech, and healthcare organizations rely on xorlab to protect their employees against ransomware, phishing, and fraud.

xorlab is a European security company headquartered in Zurich, Switzerland.

xorlab is seeking a self-starting, highly motivated leader to build our Partner Sales organization as the Global Head of Partnerships. As the Global Head of Partnerships you will build, direct and oversee the xorlab channel sales program, policies, objectives, and initiatives. You will own, grow and manage the relationship between xorlab and the channel landscape, including VARs, MSSPs, and Referral partners, as well as all aspects of partner recruitment, partner enablement, business planning, sales, and work closely with marketing on channel marketing activities. In this role, you will also build a world-class Channel Sales team including the recruitment, hiring, enablement, and management of Regional Partner Managers.

Tasks
- Build, direct, and oversee the xorlab channel sales program
- Set channel sales strategies and evaluate effectiveness of current programs
- Identify, recruit, and enable new channel partners matching xorlab’s ideal partner profile
- Recruit and hire a world-class team of Regional Partner Managers
- Actively work with channel partners to identify and develop new business wins for xorlab
- Develop and execute partner account plans in close coordination with the Sales team. This will include strategic direction, business planning, account mappings, pipeline generation, know-how transfer, etc.
- Work with the marketing team and the channel partners to develop and manage marketing plans to further xorlab’s business and develop a win/win relationship
- Manage the financial aspects of the channel partner relationship including revenue, renewals rate, margin, rebate, etc.
- Manage the pipeline together with the partners, assisting the partner with required resources and closing the deals
- Represent the needs of the channel partners to xorlab
- Maintain high activity rates with focus partners including onsite meetings, partner-facing calls, quarterly business reviews, etc.
- Position xorlab and its solutions and articulate xorlab’s value proposition at events and customer meetings
- Coordinate and manage the interaction between channel partners and other key xorlab teams including Sales, Marketing, Customer Success and Engineering, Business Operations, etc.
- Be the escalation point for any channel partner related conflict and resolve any escalated issue.

**Requirements**:

- A proven security channel sales professional (10+ years of channel sales experience in Cyber Security) who has the ability to develop strong, lasting relationships including senior level
- 5+ years of global channel leadership experience, managing a team of Partner Managers
- An excellent network in the security channel landscape in the EMEA regions
- Must have executed, built, refined and/or enhanced a channel program for a fast-growing company
- Excellent communication skills; both written and oral
- Must be a team player and have strong interpersonal skills and desire to work in a dynamic and fast-paced environment
- Must have the ability to work autonomously, be self-motivated, and a strong influencer
- Must be willing to travel abroad
- Strong presenter and closer
- Demonstrate the necessary skills to negotiate partner agreements and partner business plans using a Win/Win philosophy
- Must be willing to adapt as necessary to accommodate changes in industry and company direction
- Must have a commitment to customer service and the motivation to work with limited supervision
- Must have a successful track record in meeting sales quota objectives
- Must have an understanding of and experience in strategic selling and working with partners
- Must have experience developing distribution/channel strategies and business plans, preparing proposals, quotes, and presenting solutions.

**Benefits**:

- Competitive pay and equity
- Dynamic and entrepreneurial work environment
- Strong growth opportunities and high ownership expectations
- Culture built on excellence, velocity, and customer-focus
- Ability to work remotely
- 5 weeks of paid vacation
- Generous medical health insurance benefits
- Daily catered snacks and drinks
- Monthly catered company lunches