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Channel Director - Alliances & OEM - Remote US - Secureworks Sales

Atlanta, Georgia

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Channel Director - Alliances & OEM - Remote US - Secureworks Sales

Secureworks® (NASDAQ: SCWX) is a technology-driven cybersecurity leader that protects organizations in the digitally connected world. Built on proprietary technologies and world-class threat intelligence, our applications and solutions help prevent, detect, and respond to cyber threats.  Red Cloak™ software brings advanced threat analytics to thousands of customers, and the Secureworks Counter Threat Platform™ processes over 300B threat events per day. We understand complex security environments and are passionate about simplifying security with Defense in Concert™ so that security becomes a business enabler. More than 4,000 customers across over 50 countries are protected by Secureworks, benefit from our network effect and are Collectively Smarter. Exponentially Safer.™

We enjoy competitive compensation and benefits packages, and reward and recognize our employees for exceptional results. A constant focus on continued learning and growth keeps our team members engaged and excited about “what’s next.” We offer flexible work options when available, and emphasize the importance of work-life balance. We know that when our people are rewarded, recognized, and rejuvenated, we win as a team.  

Key Responsibilities

  • Manage to make an impact within your first 90 days. Drive to succeed and results-focused
  • Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
  • Perform all aspects of partner development, including identification of partner segments, relationship definition, launch activities, partner competency
  • Execute the development of our Alliances and OEM  Partner Sales strategy
  • Provide consistent partner management to ensure that our partners are developing their sales, pre-sales and delivery capabilities in line with Secureworks strategy.
  • Work with alliance and OEM  partners to generate new business in new markets, as well as ensuring our partners assist in delivering successful CRM and Platform projects.
  • Ability to liaise with and motivate individuals at all levels of partner relationships
  • Good understanding of business, and able to ascertain key decision-makers
  • GTM and co-selling strategies for Strategic Alliance Product Partnerships (sales plays, roadshows, training events, field campaigns…)
  • GTM relationship management – account mapping, field coverage, field sales alignment
  • Run Partnership business reviews – sales reporting metrics (pipe, sales, forecast), improvement plays
  • Lead ongoing sales analysis, pipeline reviews, teaming and revenue opportunities with strategic partners
  • Work cross functionally with product marketing and product management to develop go to market strategies and execution plans of the strategy
  • Drive customer success, retention, adoption and revenue of strategic partnerships
  • Ensure sales performance metrics are hit based on partnership targets
  • Identify and develop joint win/success stories, case studies with partners
  • Identify churn risk clients and assisting with creation of client retention programs across joint customers


  • Strong track record of exceeding revenue targets
  • Sound business acumen skills; thrive in a fast-paced, dynamic work environment
  • Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives.
  • History of successfully developing and leading multiple strategic partnerships
  • Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
  • Excellent spoken and written communication, interpersonal, relationship-building skills
  • Ability to work both independently and with a team
  • Experience with creating and building differentiated relationships with partners in OEM and Alliance communities.
  • Demonstrated ability to drive significant influenced revenue through partnerships.
  • Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.
  • Willing and able to travel.

Desired Skills/Experience/Assets

  • Broad-based business and technology expertise with 5+ years in either alliances, consulting, or sales, with a track record of driving successful business development activities
  • Experience working with multiple Sales teams driving and building the partner ecosystem.
  • Highly motivated and independent contributor.
  • High energy, enthusiasm, and passion for the business.
  • Business, Computer Science or Engineering Bachelor's degree

Secureworks, a Dell Technologies company, is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Secureworks are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Secureworks will not tolerate discrimination or harassment based on any of these characteristics.  Learn more about Diversity and Inclusion at Secureworks here.

    Job ID: R064948
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