VP of Global Channels & Alliances

About AppGate

AppGate secures and protects an organization's most valuable assets with its high performance Zero Trust Network Access (ZTNA) solution. AppGate is the only direct-routed ZTNA solution built for peak performance, superior protection and seamless interoperability. AppGate safeguards Fortune 500 enterprises worldwide. AppGate is fully operational across many DOD branches, including the Marine Corps, Navy, Air Force and Space Force. Learn more at appgate.com and appgate.com/federal-division.


About the Role

The VP of Global Channels & Alliances is responsible for building, leading and executing the global partner channel strategy. This person is responsible for the management and growth of focused partnerships and alliance relationships to create a global ecosystem of resellers, distributors, marketplaces, MSPs and technology alliance partners that will allow AppGate to scale our reach into both Commercial and Federal markets.

Key Responsibilities

• Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs and all other aspects of partner account management in a "partner first" sales and delivery model.
• Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, referral, MSPs, cloud marketplaces etc.)
• Manage and report on targets/KPI's, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets.
• Develop and execute sales plans including strategy and tactical partner account management execution plans
• Close collaboration with Sales leadership to execute on all partner related company objectives
• Collaboration with supporting stakeholders (Revenue Operations, Marketing, Sales Engineering) to develop and deliver partner enablement programs
• Evangelize the partner strategy with key stakeholders throughout the organization.
• Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function
• Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy
• Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (CEO/CRO level) on a regular basis.

People Management:

• Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue
• Build and support a team of Channel Managers to achieve overall channel revenue objectives and KPI's.
• Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals.
• Provide mentorship and professional growth opportunities to the alliance team.
• Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision
• Match employee skills and talent to tasks to ensure optimal engagement and performance
• Establish and maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders
• Responsible for the life cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required).

Required Qualifications

• 15+ years of related experience in Software and/or SaaS Partner/Alliance/Sales roles, including 10+ years of channel team leadership preferred
• Proven experience developing joint partner go-to-market strategies and executing partnership business plans.
• Professional network and relationships in the Cybersecurity & Infrastructure channel ecosystem
• Undergraduate degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• Proven ability to develop and execute successfully on a global channel strategy across a diverse partner/alliance ecosystem
• Responsiveness & Discipline: A proven track record of operating effectively in a fast-paced, high-visibility environment, with a high degree of responsiveness to time-sensitive leadership requests
• Knowledge of networking and security technologies preferred; familiarity with SASE or SSE is a plus
• Experience developing channel strategy, including reselling, marketplaces and MSPs. Experience in both the Enterprise/Commercial and Federal markets
• Demonstrated leadership in managing diverse teams
• Ability to foster a highly productive, performance-based sales culture.
• Ability to engage and collaborate with senior leaders and external Partners
• Experience and thrives interacting cross-functionally in a matrixed environment including but not limited to partners, sales, services, marketing, product, and customer success
• Exceptional organizational skills with the ability to multitask and manage multiple processes, projects and programs simultaneously while working under pressure to meet deadlines.
• Excellent judgment and creative problem-solving skills
• Self-motivated with strong propensity for action, results and continuous improvement
• Negotiation, influencing, collaboration and conflict resolution skills
• Excellent listening, written, and verbal communication skills
• Salesforce CRM experience preferred

Travel

• Thrives in a remote work environment with up to 50% travel primarily across North America and occasionally globally
• Location: NYC-Metro or Mid-Atlantic

AppGate is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class. In furtherance of AppGate's policy regarding affirmative action and equal employment opportunity, AppGate has developed a written affirmative action program. This program is available for review upon request by any applicant or employee during normal business hours by contacting the company's EEO Coordinator.