Channel & Enterprise Sales Director (India)

Danaher Corporation

Arbor Networks is a leading provider of network security and monitoring solutions for global networks. Its customers include over 70 percent of the world’s ISPs and many large enterprises. Arbor solutions deliver best-in-class network security and visibility, along with the power to improve profitability by deploying differentiated, revenue-generating secure services. By employing flow-based and deep packet inspection (DPI) technologies, Arbor solutions measure and protect the entire network — from the service provider core to the broadband edge.

 

Arbor Network is an equal opportunity employer and committed to diversity in its workforce. Arbor Network recruits qualified applicants and makes all employment-related decisions based exclusively on job-related qualifications, without regard to characteristics such as race, color, national origin, religion, gender, age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity, or any other status protected by law. EEO M/W/D/V
This position is responsible for direct sales as well as managing selected 3rd party channels that sell, implement and support specific Arbor products, and driving end user engagements and revenue via these channels.  This will be accomplished by gaining a thorough understanding of the partners’ business, the geographies and verticals in which they compete, their corresponding strategies & initiatives, and managing the necessary activities to help the partners and Arbor grow their success. Developing and maintaining trusted relationships with senior level decision makers and other key personnel within the assigned partner(s) is an important element of this role.
 

This position will also require the Sales Director to work directly on key accounts, as well as with partners on direct, end user engagements. While the channel is being established, significant high touch joint account engagement will be required. Demonstrating to the partner how to drive a standard sale cycle, properly position Arbor’s solutions, negotiate pricing and closing deals will be a critical part of this role, as the channels are coming up to speed on working.

 

Ultimately this position should move from an individual contributor role, to also managing a team of sales and channel managers across the regions.

 

Key Responsibilities

Job-Specific Authority and Scope

Business Travel

Preferred Education: 

 
Work Experience:
 
Key Competencies include:



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