Cyber Security is a big deal. It’s in the news, growing rapidly, a critical tool for every company, and our specialty.  

Imperva is a public company (NASDAQ: IMPV) and leading provider of data and application security solutions that protect business-critical information in the cloud and on-premise. Our customers include leading enterprises, government organizations, SMBs and service providers who rely on Imperva to securely deliver their websites and applications at lightning speed.

Why Imperva?  We have experienced the following growth and achievements 

• Generating $321 million in 2017
• We have over 5,900 customers
• 500 partners in 100+ countries worldwide
• Imperva’s Web Application Firewall has been in the Leader’s Quadrant of the Gartner Magic Quadrant for 4 straight years
• Imperva Incapsula is a leader in the Forrester Wave for DDoS Services with the highest score in the “current offering” category

The Opportunity:

Imperva is seeking an experienced Vice President to run the Global Channel organization. This position reports directly to the Chief Revenue Officer and will own the go-to-market strategy development for our channel business, selectively increase our partner network, elevate our partner program to the next level and win new customers through Channels. The Channel team works in a fast-paced, cross-functional, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success.

 

This role will work cross functionally to develop and implement go-to-market strategy and operational metrics. The ideal candidate will have passion for channel strategy development and growth, program enablement and readiness, customer centric mind-set, operational excellence, building teams, and a proven ability to deliver fast and reliable results in a fast-paced, high-growth environment. We are looking for a seasoned team player with tremendous drive, intelligence and capability.

Responsibilities:

• Own the evolution and execution of our channel program and strategy, in partnership with the Regional VPs of Sales
• Develop a plan to enhance partnerships and accelerate new business acquisition by truly understanding the sweet spot and strategic nature of each partner relationship, then develop relationships, business plans and enablement programs accordingly
• Ensure commitment from the partners for revenue goals, pipeline development, forecast accuracy, and identifying capabilities critical for GTM strategy and customer success
• Focus on the strategic nature of the relationship to build long term value and sustainable success for the channel partners, geographical region, and Imperva
• Analyze, develop and track best practices for channel program expansion in regards to investment programs, MDF, deal registration, value based competencies, incentive programs and promotional campaigns in cooperation with Marketing, Sales, Product Management, Partners and other internal teams to drive revenue growth
• Implement metrics to demonstrate return on investment against the partner program budget
• Ensure ‘Customer First’ type of thinking for all partner planning
• Provide leadership and development for the channel team members

Qualifications:

• 15+ years global Channel experience, diversified leadership, planning, communication, organization and people motivation skill (or equivalent experience)
• Experience in building a ground up channel program, heavily participating in the creation, development, and execution of a worldwide channel program
• Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches
• Excellent written and verbal communication, presentation skills, and proven ability to interface with executive management
• Ability to work cross functionally to gain consensus from multiple stakeholders and ability to lead major change efforts requiring cross functional leadership collaboration
• Strong project management, planning, and organization skills
• Ideally will have domain expertise in selling Performance Management and/or Budgeting technology through the Channel and international channel sales experience.
• Bachelor’s degree; an MBA degree is a plus.
• Ability to travel globally, 50% of the time.

 

PREVIOUS APPLICANTS NEED NOT RE-APPLY.  

Our Company Imperva® (NASDAQ: IMPV), is a leading provider of cyber security solutions that protect business-critical data and applications. The company’s SecureSphere™ and Incapsula™ product lines enable organizations to discover assets and vulnerabilities, protect information wherever it lives – on-premises and in the cloud – and comply with regulations. The Imperva Application Defense Center, a research team comprised of some of the world’s leading experts in data and application security, continually enhance Imperva products with up-to-the minute threat intelligence, and publish reports that provide insight and guidance on the latest threats and how to mitigate them. Learn more: www.imperva.com, our blog, on Twitter. Rewards Imperva offers a competitive compensation package that includes base salary, medical, employee stock purchase (ESP) programs, flexible time off and more. It’s an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers Legal Notice Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law. *LI-JS1