Job Application for Area Vice President, Channel Sales- APJ at ExtraHop

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ExtraHop is reinventing Network Detection and Response (NDR) to help enterprises and organziations stay ahead of emerging threats with unmatched network visibility, context, and control.

Today’s attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exploit and exit whenever they want. But all of that movement is visible on the network... if you can see it.

By combining the power of NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, ExtraHop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all your networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to the SOC to detect, investigate, and remediate modern cyber risks in real time.

Position Summary

The Channels Leader for Asia Pacific & Japan (APJ) is responsible for driving channel-led growth across the region, owning the development and execution of ExtraHop’s partner strategy. This pivotal role requires a proven leader who can scale partner ecosystems, foster executive-level relationships, and enable partners to successfully position and sell ExtraHop’s industry-leading cybersecurity solutions. The role combines strategic planning, program execution, and operational excellence, ensuring alignment with global initiatives while tailoring approaches to regional market dynamics.

Key Responsibilities

Partner Strategy & Growth

Define and execute the channel strategy for APJ, aligned to ExtraHop’s global go-to-market priorities.
Drive revenue growth by expanding partner-sourced and partner-influenced opportunities across enterprise and public sector accounts.
Identify and recruit new strategic partners, including resellers, distributors, and referral partners, to expand coverage and reach in priority markets.
Build and manage executive-level relationships with key partners, driving joint business planning and long-term growth strategies.

Program Development & Enablement

Localize and implement ExtraHop’s global partner program in APJ, ensuring regional relevance and adoption.
Collaborate with channel operations to track partner performance, compliance, and lifecycle engagement across the program.
Partner with sales enablement and partner marketing to deliver impactful partner training, communications, and go-to-market campaigns.
Develop customized sales programs with large partners to accelerate pipeline and revenue.

Cross-Functional Leadership

Act as the voice of the partner in APJ, collaborating closely with regional sales, product management, marketing, legal, and finance teams.
Work with global channel leadership to provide regional input on partner program design, measurement, and continuous improvement.
Monitor competitive activity and industry trends to ensure ExtraHop’s partner program maintains a differentiated and compelling value proposition.

Operations & Governance

Provide regular reporting and analysis on partner contribution, pipeline, and revenue performance.
Oversee partner incentives, MDF utilization, and deal registration integrity to maximize ROI.
Ensure strong partner governance with consistent evaluation, process enhancements, and best-in-class partner experience.

Required Qualifications

10–15 years of progressive channel leadership experience in security, networking, or enterprise software.
Proven track record of building and scaling successful partner ecosystems across Asia Pacific & Japan.
Strong executive presence with experience engaging C-level stakeholders at both partners and customers.
Deep understanding of partner business models (reseller, distributor, referral, MSP) and associated commercial structures.
Demonstrated success in driving revenue growth through channel go-to-market execution.
Excellent leadership, communication, and interpersonal skills with ability to influence cross-functionally and globally.
Self-starter with ability to thrive in a high-growth, fast-paced environment.
Bachelor’s degree required; MBA preferred.

ABOUT EXTRAHOP:

ExtraHop empowers enterprises to stay ahead of evolving threats with the most comprehensive approach to network detection and response (NDR). Since 2007, the company has helped organizations across the globe extract real-time insights from their hybrid networks with the most in-depth network telemetry.

ExtraHop NDR uniquely integrates network threat detection, network performance management (NPM), intrusion detection (IDS), and packet forensics into a single console with 100GB+ sensors, real-time decryption, and cloud-scale machine learning - delivering complete network visibility, unmatched context for data-driven security decisions, and improved SOC productivity.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We are the only NDR vendor recognized as a leader by all major analyst firms including the 2024 Gartner® Magic Quadrant for Network Detection and Response™, the 2023 Forrester® Wave for Network Analysis and Visibility, the 2024 IDC® Marketscape for NDR, and the 2024 Gigamon® Radar Report for Network Detection and Response.

OTHER BENEFITS:

Employees' wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:

Health, Dental, and Vision Benefits
Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
FSA and Dependent Care Accounts + EAP, where applicable
Educational Reimbursement
401k with Employer Match or Pension where applicable
Pet Insurance (US Only)
Parental Leave (US Only)
Hybrid and Remote Work Model

Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today!

To learn more, visit www.extrahop.com or follow us on LinkedIn.

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Area Vice President, Channel Sales- APJ

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