Channel Account Director

The opportunity:

Snyk is seeking a dynamic and strategic APJ Channel Account Director to drive our channel sales strategy across APJ. This role is pivotal in expanding existing partnerships and building strong regional channel relationships, enabling and expanding cloud co-sell, and supporting global GSI initiatives in the region. The Account Director will build and execute an APJ partner strategy, grow the APJ channel team over time, and execute on global initiatives within the region, supporting active, high-growth, and emerging markets.

You'll spend your time:

Channel Strategy and Execution:

• Develop and implement a comprehensive channel strategy for APJ, partnering with Snyk APJ sales leadership and aligning with long-term business goals and objectives.
• Expand and build upon existing APJ relationships, identifying, evaluating, and enabling new strategic partners to ensure mutual success with a customer-centric approach.
• Identify, onboard, and nurture new regional channel partners to drive market penetration and revenue growth.
• Create and execute a strategic plan to develop emerging markets through identifying key opportunities and challenges.

Team Leadership and Development:

• Initially, serve as an individual contributor with the goal of building a larger APJ channel team.
• Foster a collaborative and high-energy team environment, encouraging professional growth and development.
• Set clear performance expectations and provide regular feedback and coaching to team members.

Relationship Building:

• Build and maintain strong, long-lasting relationships with channel partners, ensuring alignment with Snyk's goals and values.
• Work closely with partners to develop joint business plans, marketing initiatives, and sales strategies.
• Serve as the primary point of contact for channel partners, cloud relationships, and local GSI relationships to help address concerns, ensure alignment, and focus on mutually successful outcomes.

Market Development and Expansion:

• Analyze market trends, competitive landscape, and customer needs to identify growth opportunities in APJ.
• Develop and execute go-to-market strategies for emerging markets across APJ, including targeted campaigns and partner enablement programs.
• Collaborate with Snyk’s marketing and product teams to tailor solutions and messaging for regional markets.

Performance Monitoring and Reporting:

• Establish key performance metrics and regularly report on channel sales performance and partner success.
• Use data-driven insights to refine strategies, optimize partner performance, and achieve sales targets.
• Ensure accurate forecasting and pipeline management across the channel team.

You should apply if:

• Bachelor’s degree in Business, Marketing, or a related field.
• 10+ years of experience in direct and/or channel sales and partnership management, preferably in the cybersecurity industry.
• Proven track record of successfully developing and executing channel strategies and growing revenue through partnerships.
• Strong understanding of the APJ markets, with experience expanding into emerging markets.
• Excellent leadership, communication, and interpersonal skills.
• Ability to travel as needed to support partner relationships and team activities.

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