Darktrace has more than 2,500 employees located globally. Founded by mathematicians and cyber defence experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption.
For over a decade, Darktrace has pioneered a proactive, AI-native approach to security. Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cybersecurity, with technology innovations backed by over 200 patents and pending applications.
Today, Darktrace is a global leader in cybersecurity AI, delivering the essential cybersecurity platform to protect organisations today and for an ever-changing future.
Join Darktrace as a Channel Manager - Cybersecurity!
Are you ready to make a significant impact in the world of cybersecurity? Darktrace, the original Cyber AI platform founded in 2013, is on the lookout for a dynamic and driven Channel Manager to join our team in Singapore. With over 10,000 satisfied customers, we are now pivoting to a Channel First strategy and need enthusiastic candidates who are passionate about building the partner ecosystem.
At Darktrace, you'll have the opportunity to:
- Shape the Future: Play a pivotal role in expanding our strategic partnerships in the APAC region, driving substantial revenue growth.
- Innovate and Inspire: Work with a dynamic Sales, Customer Success and Technology teams fostering a culture of innovation and excellence in partnership management.
- Build Lasting Relationships: Establish and maintain strong executive relationships with key partners, ensuring mutual growth and success.
- Learn & Have Fun! Immerse yourself in the world of Cybersecurity through continuous training and enablement. Be a part of a young and dynamic culture of ongoing tech meet ups and Partner Days through Go Karting, Golf, F1 and much more.
- Leave Your Mark: Contribute to the success of a pioneering company in the cybersecurity industry, making a tangible impact on our growth and strategy.
Job Description: Senior Channel Manager - Cybersecurity
Location: Singapore
Job Overview: At Darktrace, our partnerships team is one of three strategic sales channels that operate in collaboration globally. The Partnerships team is accountable for maximizing return business and new software product uptake from existing clients, primarily focused on achieving successful software product sales. We are looking for a bright and driven Channel Manager to lead partner and channel growth in the Asia-Pacific (APAC) region. This position will report to the Director of Channels APAC.
This senior-level Individual Contributor role, is crucial in managing and expanding our strategic partnerships in Asia Pacific, a key market pivotal to our revenue growth in the upcoming year.
Responsibilities:
- Strategically manage and expand major channel partnerships in APAC, driving substantial revenue growth.
- Develop and implement comprehensive strategies for partner engagement, focusing on high-value opportunities in Cybersecurity.
- Generate new business opportunities with channel partners.
- Collaborate with regional business heads, local Sales Directors, Customer Success and cross-functional teams to align partnership strategies with overall business objectives.
- Establish and maintain strong executive relationships with key partners, ensuring mutual growth and success.
- Drive partner program enhancements, including incentive models, enablement strategies, and performance metrics, to maximize partner engagement and revenue generation.
- Regularly review and adjust strategies to respond to market changes and partner feedback, ensuring alignment with company goals and partner needs.
- Work closely with the marketing and internal sales support teams to maximize partner recruitment, training, and sales.
- Provide the management team with activity reports, channel information, and forecasting information.
- Engage with growing organizations on the VAR’s, GSI’s & MSSP’s.
- Create strong, long-lasting partnership relationships that ensure quick ROIs.
Qualifications:
- Minimum 10 years of experience in SaaS or channel sales, with a focus on strategic partnership management.
- Demonstrated success in developing and executing high-impact partner strategies with mandatory GSI experience.
- Strong ability to engage and influence C-level executives, with excellent presentation and communication skills.
- Proven track record of driving significant revenue growth through strategic partnerships.
- SaaS background is highly preferred, with a deep understanding of software and services alliances.
- Excellent communication, interpersonal skills, and a positive confident attitude.
- Highly motivated with pragmatic business acumen; proficient in problem-solving, decision-making, and negotiation.
- Knowledge of the distribution market, key SIs, GSIs, and cyber consulting firms in APAC.
- Willingness to travel frequently to engage with partners and internal teams.
Additional Information:
- You will be expected to attend the local office twice a week.
What We Do
Darktrace, a global leader in cyber security AI, delivers world-class technology that protects over 5,500 customers worldwide from advanced threats, including ransomware and cloud and SaaS attacks.
The company’s fundamentally different approach applies Self-Learning AI to enable machines to understand the business in order to autonomously defend it.
Headquartered in Cambridge, UK, the company has 1,500 employees and over 30 offices worldwide.
Darktrace was named one of TIME magazine’s ‘Most Influential Companies’ for 2021.
