Who is Forcepoint? Forcepoint simplifies security for global businesses and governments. Forcepoint’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20 years in business. 2.7k employees. 150 countries. 11k customers. 300 patents. If our mission excites you, you’re in the right place; we want you to bring your own energy to help us create a safer world. All we’re missing is you The Director, EMEA Channels is responsible for driving business impact through the development and execution of an integrated and aligned channel strategy. All partner-based routes to market are in scope, including resellers, distributors, systems integrators, cloud providers and technology partnerships. Reporting to the Channel Chief, the Director, Global Channels will be focused on EMEA partner strategy, executing the partner strategy, and will be required to work cross-functionally and collaborate with the sales, marketing, services, and training/enablement teams to build and effective channel Go-To-Market team and plan. Responsibilities: Responsible for the management of EMEA Channel Sales, Channel Programs, the build and implementation of a holistic and progressive program, Manage and establishing partnerships with distributors, and additional sell through/sell-with channel motions. Develops and lead the EMEA strategic plan, thought leadership, programs/processes, technology and robust partner account management for Forcepoint Channel teams to drive accelerated new business and revenue growth and protection in key markets. This role will define and execute EMEA channel strategy, end to end, with a process oriented, scalable approach. EMEA Channel Acceleration efforts and leads engagement in partnership with the Global Channel leader, Finance, Marketing, Business Development, Technical Sales, Product, and others in the development and growth through the channel. Responsible for EMEA Channel sales performance with a focus on driving channel connectedness and growing enterprise sales. This role requires a leader that has built an enterprise level channel program in a SaaS environment. An effective leader will develop and nurture followership internally and externally, be an excellent motivator, and have a personal drive and desire to build a transformational program. Excellent opportunity for the self-motivated, driven leader. Create and lead enterprise partner sales strategy and programs across all Channel motions: Create and lead Channel selling and Channel program teams to maintain existing customers while also expanding pipeline of new customers, leveraging tools that improve processes and improve discipline along the way. Define and ensure achievement of partner sales strategy, financial performance and contribution to the company’s long-range plan Manage targets: Must be data and process oriented. Experience with relevant technology and systems. Deliver the EMEA Channel quarterly and annual revenue objectives; track opportunities, maintain up-to-date account profiles, accurately and consistently forecast business. Serve as key member of Global channel leadership team Enable sustained Channel execution: Build the bridge between long-term partner development and success to day-to-day field execution, ensuring that the entire organization has the direction, information, resources and support to successfully execute in the field Build regional and country value: Partner with Regional, GAM and Corporate Sales SVPs to ensure application of global strategy locally, creating meaningful competitive differentiation in regional and local markets, executing the company’s channel vision, strategy and pursuit in both the region and the country Accelerate Channel transformation Define and lead strategic transformation: In partnership with Channel Chief, Regional Sales Leadership team, and key cross-functional stakeholders, define, prioritize and ensure alignment to and achievement of channel acceleration aspirations Build/develop a GTM partnership with focused partners by taking advantage of previous experience. Drive transformative Channel mindset: Bring to life the power of the channel through lighthouse Sales wins, key cross-functional engagements and tight partnership and coordination across the Sales leadership team Lead and align diverse and cross-functional team Align cross-functional teams: Align and engage cross-functional stakeholders through a collaborative and inclusive approach that drives positive experiences and outcomes for partners and Forcepoint Shape a collaborative, transparent, and entrepreneurial culture, in tandem with the Channel & Sales leadership team Motivate employees around shared vision and change story in line with Channel, Sales and GTM transformation Qualifications Knowledge and Experience 10 years demonstrated track record in enterprise/Channel sales, software sales including program development Must understand and have experience working with distributors and channel partners in the security market Experience building GTM partnerships with key strategic alliances and GSI’s Experience with OEM agreements with major vendors Knowledge of business challenges facing enterprise executives that are driving Cyber Security needs Experience establishing and scaling indirect sales and partner programs Experience selling to breadth of industries Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B Preferred: experience working with systems integrators (Accenture, Deloitte, PwC, EY) Skills and Attributes Focus on execution and results – establishing high standards for performance, following through and leading teams while being accountable for results Must possess exceptional communication skills, effectively delivering messaging both internally and externally. Must be a thought leader. Demonstrated skill set in leading and executing a global EMEA strategy Self-motivated individual not afraid of rolling up their sleeves to get the job done Adept at balancing intense short-term pressures with overall long-term goals Must think innovatively and critically, ability to think “out of the box” and drive results Will have domain expertise in selling Cyber Security (SaaS) solutions/Security software Ability to effectively collaborate and resolve global/local trade-offs in a matrixed organization with an Forcepoint and partner first mindset Adept at managing through change and minimizing business disruption during transformational efforts Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team. The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity. Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by sending an email to recruitingforcepoint.com. Applicants must have the right to work in the location to which you have applied.