Director, Channel Sales

About Kandji

Kandji is the Apple device management and security platform that empowers secure and productive global work. With Kandji, Apple devices transform themselves into enterprise-ready endpoints, with all the right apps, settings, and security systems in place. Through advanced automation and thoughtful experiences, we’re bringing much-needed harmony to the way IT, InfoSec, and Apple device users work today and tomorrow.

Some of the smartest money in tech has partnered with Kandji to realize our vision, including Tiger Global, Felicis, Greycroft, First Round Capital, and Okta Ventures. In July 2024, Kandji raised $100 million in capital from General Catalyst, bringing Kandji’s valuation to $850 Million.

Since Kandji’s Series C in 2021, the company has seen a 600%+ increase in annual recurring revenue, and its customer base has grown nearly 4X across 40+ industries. Notable customers include Allbirds, Canva, and Notion, and the company has partnerships with such industry giants as ServiceNow, AWS, and Okta.

Kandji was also named to Forbes’ Next Billion Dollar Startup List 2023 and recognized as a top venture-backed startup with the potential to reach unicorn status.

The Opportunity:

We seek an experienced and strategic Director, Channel Sales to lead and expand our Channel sales efforts. This role will be based in Miami and is critical to driving Kandji’s growth through our channel partners. The Director of Channel Sales will develop and execute a comprehensive channel strategy, build strong relationships with key partners, and drive revenue growth through indirect sales channels.

How You Will Make a Difference Day to Day:

1. Channel Strategy Development: Develop and implement a strategic plan for Channel sales that aligns with Kandji’s overall sales and growth objectives. Identify new Channel opportunities and optimize existing partnerships to maximize revenue.
2. Partner Recruitment and Enablement: Identify, recruit, and onboard new Channel partners. Provide ongoing training and enablement to ensure partners are fully equipped to sell Kandji’s solutions effectively.
3. Relationship Management: Build and maintain strong, long-term relationships with key channel partners. Act as partners' primary point of contact, ensuring they receive the support and resources needed to succeed.
4. Sales Leadership: Lead and manage a team of Channel sales professionals. Set clear goals, provide coaching and mentorship, and drive the team to achieve and exceed sales targets.
5. Collaboration: Work closely with the direct sales, marketing, product, and customer success teams to ensure alignment and support for Channel initiatives. Collaborate with the Account Based Marketing (ABM) and Sales Development teams to drive joint go-to-market strategies.
6. Performance Management: Monitor and analyze the performance of Channel partners and the Channel sales team. Provide regular reporting on key metrics, identify areas for improvement, and implement strategies to enhance performance.
7. Market Insights: Stay informed about industry trends, competitive landscape, and market conditions. Use this knowledge to inform channel strategies and partner development initiatives.

Minimum Qualifications:

1. Experience: Minimum of 10 years of experience in channel sales, with at least 5 years in a leadership role, preferably within the SaaS or IT management industry.
2. Proven Track Record: Demonstrated success in building and scaling a Channel sales function, including partner recruitment, enablement, and revenue growth.
3. Leadership Skills: Strong leadership and people management skills, with the ability to inspire and motivate a team to achieve ambitious goals.
4. Strategic Mindset: Ability to think strategically and execute with precision. A data-driven approach to decision-making and process improvement.
5. Collaboration: Excellent communication and collaboration skills, proven to work cross-functionally with sales, marketing, and product teams.
6. Technical Acumen: Familiarity with IT management solutions or the ability to quickly learn and understand technical products.
7. Education: A Bachelor’s degree in Business, Marketing, or a related field is preferred.
8. Required to work on-site 5x a week in our Miami office (Coral Gables).

Benefits & Perks

• Competitive salary
• 100% individual and dependent medical + dental + vision coverage
• 401(k) with a 4% company match
• 20 days PTO
• Kandji Wellness Week the first week in July
• Equity for full-time employees
• Up to 16 weeks of paid leave for new parents
• Paid Family and Medical Leave
• Modern Health - Mental Health Benefits - Individual and Dependents
• Fertility Benefits
• Working Advantage Employee Discounts
• Free onsite fitness center
• Free parking
• Lunch 5 days/week
• Exciting opportunities for career growth
• An outstanding, inclusive culture

We are excited to be serving a significant need for a fast-growing market, and are proud of the high-performing team we have brought together so far. If you’re someone who wants to engage in new, exciting projects that will challenge your skills in the best way possible, we would love to connect with you.

At Kandji we believe in fostering an inclusive environment in which employees feel encouraged to share their unique perspectives, leverage their strengths, and act authentically. We know that diverse teams are strong teams, and welcome those from all backgrounds and varying experiences.

Kandji is proud to be an equal opportunity employer committed to diversity and inclusion in the workplace. Qualified applicants will be considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, physical or mental disability, protected veteran or military status or any other status protected by applicable law.