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Director, Channel Sales

New York, NY

About Dashlane

Dashlane’s mission is to deliver the credential security every business and employee needs to thrive. Our top-rated platform pairs enterprise-grade security with consumer-grade design, empowering everyone to be part of the credential security solution. More than 24,000 organizations and millions of individuals globally use Dashlane to secure and manage their credentials while building toward a passwordless future. 

At Dashlane, we drive innovation and value learning, strive for excellence in everything we do, and thrive as one team. Learn more about life at Dashlane, including how we work, how we hire, and the benefits of being a Dashlaner.

 

About the Role:

Our B2B team is looking for an experienced Director of Channel Sales to help us achieve ambitious growth goals, specifically in accelerating Dashlane's presence with Channel Partners that are security focused Resellers and VARs.  Ideally we are looking for an individual that has helped to build and scale a Channel Sales organization in past roles, which would include Partner recruitment, onboarding, activation and co-selling.  As the Director of Channel Sales, we are looking for an individual that will manage a team 3 Channel Reps and well as partner with our sales organization on Partner opportunities created in order to maximize the client experience and pipeline opportunities.  We are also looking for an individual that will serve in a player/coach role and oversee a handful of key Channel Partners as well, so recent experience managing Partner relationships is also critical in this role. You will maximize the Channel Team's potential to recruit, activate and drive Partner led pipeline into the sales organization and also by working closely with the other sales leaders and AEs to ensure that the opportunities are being managed optimally and there is a consistent interactions with the Channel Partner. This is an opportunity to significantly impact the growth of our company and be responsible for executing key components of our revenue growth strategy.

Location:

You will be based in New York, NY, or Boston, MA, with a 3 day flexible hybrid work schedule.

At Dashlane you will: 

  • Manage and develop an existing team of Channel Managers, provide ongoing support, training, and leadership to ensure consistent individual and team quota attainment.
  • Develop and execute a cross functional "blueprint" of the critical actions to accelerate Dashlane's Channel Program, which includes Dashlane's positioning and offering, new Partner recruitment, activation, and ongoing management of the Partner network.
  • Drive operational excellence through ongoing Partner management, co-selling strategies, and opportunity management with Dashlane's sales organization.
  • Perform Partner management functions as the Channel Manager and direct point of contact for a handful of Channel Partners.
  • Develop co-selling strategies, which includes prospect and account sharing, setting up co-branded webinars, and developing an ongoing communication. 
  • Meet regularly with counterparts in Marketing, Customer Success, Product and Sales Engineering to continuously develop Partner recruitment strategies and to provide ongoing training, content and materials to be used by Partners.
  • Recommend and attend Channel events.
  • Generate and present regular status update reports on channel sales performance, identifying key performance indicators (KPIs). 

Requirements: 

  • 6+ years of Channel Sales experience
  • 2+ years as a Senior Manager or Director of Channel Sales

We're also looking for: 

  • Have strong fundamental knowledge of continuing to build out and accelerate a Channel Partner program.
  • Familiarity with the AWS Marketplace and co-selling via the AWS Marketplace a plus, as well as familiarity with other Marketplaces.
  • Someone that already has strong relationships with security minded resell Channel Partners a plus.
  • Committed to rep coaching and continuous learning and improvement.
  • Track record of generating pipeline via MQLs and via Sales Campaigns.
  • Experience using CRM and sales tools (Salesforce, Outreach, Gong, Zoominfo, Crossbeam)
  • Grit, accountability, and ownership- you’re willing to go the extra mile with a strong work ethic.
  • Can perform day-to-day work with minimal supervision, and new and/or complex assignments with minimal direction; self-directed and resourceful.
  • Tech-savvy, personable with natural problem-solving abilities and demonstrated discretion and ability to work with confidential information.
  • Ability to think critically, troubleshoot and solve complex problems in a fast-paced, data-driven, metrics-oriented environment.

Salary Range:  $250,000 - $290,000 in total compensation (base + variable)

Our salary ranges are based on paying competitively for our size and industry, and are one part of total compensation package that also includes benefits, and other opportunities at Dashlane. We also include equity in all compensation packages and believe 100% of Dashlaners should have an option to purchase ownership in the company and benefit from what we hope will be a lot of upside growth.

Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to other Dashlaners.  We expect the majority of the candidates who are offered roles at Dashlane to fall healthily throughout the range based on these factors. 

 

Diversity, Equity, Inclusion and Belonging at Dashlane:

As a truly international company—founded in France and distributed across France, US and Portugal—Dashlane thrives off diverse perspectives. We value all aspects of diversity: gender identity, sexual orientation, ability, ethnic origin, social background, age, lifestyle, and more. We are committed to hiring a diverse community and fostering a culture where everyone is heard and belongs. See more about this here. 

Your interview experience: 

To know what to expect once you’ve sent your application, read about how we interview and hire at Dashlane. Feel free to browse our blog to find more information about our product and how we work.

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