Head of Distribution - Germany

Sales | Full Time | Job Id: 22241 Managerial

Why Join Us?

As a Head of Distribution at Check Point, you will be responsible for building and leading a dynamic Channel and Distribution team focused on promoting and selling Check Point solutions via Partners and Channels. The role requires a strong understanding of cybersecurity products (Check Point Products preferred), excellent leadership skills, and a proven track record in sales. You will play a crucial role in driving revenue growth, building customer and partner relationships, and ensuring the team meets or exceeds sales targets.

Key Responsibilities

Leadership:

1. Lead, mentor, coach, and motivate a team of Channel and Partner Sales professionals.
2. Provide guidance and support to team members to achieve individual and team goals.
3. Foster a positive and collaborative team culture.

Sales Strategy:

1. Develop and implement effective sales strategies with your Team and Channel/Partner to drive revenue growth.
2. Collaborate with the sales team to identify and pursue new business opportunities.
3. Stay updated on industry trends, competitor and partner activities, and market changes to inform strategic decisions.
4. Own German Distribution partner plan, focusing on growth initiatives such as MSSP programs and Cloud transformation.
5. Collaborate closely with Check Point’s Global and EMEA MSSP and distribution teams, aligning with the overall strategy and executing local initiatives.

Customer/Partner Relationship Management:

1. Own and agree on Growth business planning with the Channel Team as well as Channel and Distribution partners.
2. Develop and execute a New Business and New Technology Focus and Plan for Strategic partners.
3. Ensure a high level of customer/partner satisfaction and retention.
4. Track and analyze sales performance metrics to identify areas for improvement.
5. Implement measures to enhance sales efficiency and effectiveness.
6. Prepare and present regular reports on team performance to Sales Director Commercial.

Coaching and Development:

1. Provide ongoing training and coaching to your team on best practices and effective sales techniques.
2. Identify skills gaps and implement training programs to address them.
3. Foster a culture of continuous learning and development within the team.
4. Work with employees closely on strategic account planning.

Qualifications

1. 10+ years of experience in Channel Management and/or indirect sales position in the IT industry.
2. Proven leadership in Channel/Partner Management and sales and account acquisition.
3. Proven experience in IT (security) sales, with a track record of meeting or exceeding sales targets in Partner Business.
4. Good skills in talent management, coaching, and supervising.
5. Excellent communication and interpersonal skills, including with C-Level executives.
6. In-depth knowledge of IT security products and services; Cloud and SASE preferred.
7. Ability to develop and implement effective sales and partner/channel strategies.
8. Business acumen and process-driven.
9. Experience in customer and partner relationship management and business development.
10. Willingness to travel up to 70%.
11. You can work remotely, with regular visits to the office on demand.

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