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Channel Account Director

Snyk

Snyk

Sales & Business Development
Sydney, NSW, Australia
Posted on Tuesday, June 25, 2024

Every day, the world gets more digital thanks to tens of millions of developers building the future faster than ever. But with exponential growth comes exponential risk, as outnumbered security teams struggle to secure mountains of code. This is where Snyk (pronounced “sneak”) comes in. Snyk is a developer security platform that makes it easy for development teams to find, prioritize, and fix security vulnerabilities in code, dependencies, containers, and cloud infrastructure — and do it all right from the start. Snyk is on a mission to make the world a more secure place by empowering developers to develop fast and stay secure.

Joining Snyk means embracing our core values: One Team, Care Deeply, Customer Centric, and Forward Thinking. As a member of our team, you’ll have the opportunity to thrive in a dynamic environment where fostering collaboration, leading with empathy, driving business impact, and inspiring trust are at the heart of everything we do.

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.

#LI-WR1

We care deeply about the warm, inclusive environment we’ve created and we value diversity – we welcome applications from those typically underrepresented in tech. If you like the sound of this role but are not totally sure whether you’re the right person, do apply anyway!

About Snyk

Snyk is committed to creating an inclusive and engaging environment where our employees can thrive as we rally behind our common mission to make the digital world a safer place. From Snyk employee resource groups, to global benefits that help our employees prioritize their health, wellness, financial security, and a work/life blend, we aim to support our employees along their entire journeys here at Snyk.

Benefits & Programs

Prioritize health, wellness, financial security, and life balance with programs tailored to your location and role.

  • Flexible working hours, work-from home allowances, in-office perks, and time off for learning and self development
  • Generous vacation and wellness time off, country-specific holidays, and 100% paid parental leave for all caregivers
  • Health benefits, employee assistance plans, and annual wellness allowance
  • Country-specific life insurance, disability benefits, and retirement/pension programs, plus mobile phone and education allowances