Senior Director, Channel Sales Dach/ee

About Us:
We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We’re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.

How We Work:
At Proofpoint, you’ll be part of a global team that breaks barriers to redefine cybersecurity, guided by our BRAVE core values: Bold in how we dream and innovate, Responsive to feedback, challenges, and opportunities, Accountable for results and best-in-class outcomes, Visionary in future-focused problem-solving, Exceptional in execution and impact.

Company Overview

Proofpoint is a leading cybersecurity company protecting organizations’ greatest assets and biggest risks: vulnerabilities in people. With an integrated suite of cloud-based solutions, Proofpoint helps companies around the world stop targeted threats, safeguard their data, and make their users more resilient against cyber attacks.

We are singularly devoted to helping our customers protect their greatest assets and biggest security risk: their people. That’s why we’re a leader in next-generation cybersecurity.

Senior Director, Channel Sales DACH/EE

The Role

We are seeking a proactive, creative, and tenacious Channel Sales Leader to drive activity within strategic channel partners and to help define the future partner strategy for the DACH/EE region.

The Senior Director, Channel Sales DACH/EE will be responsible for all partner Go-to-Market strategies: prioritizing different Routes-to-Market, key partners, initiatives and campaigns, and overall GTM execution. Based in Germany, the Senior Director, Channel Sales will be measured on the productivity of the Channel and business results. A visionary leader who can devise the Channel strategy, articulate it internally and externally, recruit a team of high-calibre professionals, and drive execution in the territory

Your day-to-day
- Develop and execute the Regional Channel sales strategy to recruit, enable and develop targeted Distributors, Resellers and System Integrators
- Regular interaction with partner principals, executives, sales and sales management at existing and prospective value added and direct market resellers
- Conduct regular sales training presentations with partner sales teams to ensure they understand and can articulate Proofpoint's value proposition
- Lead the team of Channel Account Managers (CAMs) in the DACH/EE region
- Work with the Channel Marketing Team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI
- Provide accurate weekly forecast and activity reports to EMEA Channel VP
- Define partner plan and work with the Regional Sales VP and country managers to drive incremental revenue
- Provide feedback to EMEA Channel VP on individual performance for employee reviews and one-to-ones, including participating and deputising where appropriate
- Define and execute business plans including Quarterly Business Reviews to deepen our traction with partners
- Assist with driving pipeline, sales qualification, and closing of business
- Meet NARR (New and Recurring Revenue) quotas and achieve the partner DR (Deal Registration) targets for the region
- Regular interaction with partner principals, executives, and sales and sales management
- Conduct regular sales training presentations with partner sales teams ensuring they can articulate Proofpoint's value proposition
- Oversee relationship building activities and account mapping activities between Proofpoint sales organization and partners in the region
- Work with the Channel Enablement team and the Advanced Technology overlay teams to develop the business on all products with the channel

What you bring to the team
- Proven success, ideally in the security market, as an experienced Channel Account Leader within the DACH region is required.
- Strong security industry contacts in the prospective customer and partner communities
- Outstanding consultative selling skills and ability to articulate the company’s value proposition clearly and effectively
- Ability to manage Channel Account Managers; previous people management experience is desirable
- Team player, with capacity and autonomy to work with Finance and Legal teams to close complex negotiations
- Capable to quickly understand the team’s strengths and weaknesses, opportunities and challenges and then create a business plan, accurately forecast, and scale the business
- Must be organised, detail and process oriented
- Ability to use SFDC, pricing and other on-line tools effectively
- Tenacious, consistent, and persistent approach
- Fluent German and English required.

Why Proofpoint
- Inclusive Culture: We are committed to fostering a workplace where inclusion is not just values but practices embedded in everything we do.
- Cohesive Team Dynamic: Join a team that thrives on collaboration, mutual respect,