Position Summary

The Channels Leader for Asia Pacific & Japan (APJ) is responsible for driving channel-led growth across the region, owning the development and execution of ExtraHop’s partner strategy. This pivotal role requires a proven leader who can scale partner ecosystems, foster executive-level relationships, and enable partners to successfully position and sell ExtraHop’s industry-leading cybersecurity solutions. The role combines strategic planning, program execution, and operational excellence, ensuring alignment with global initiatives while tailoring approaches to regional market dynamics.

Key Responsibilities

Partner Strategy & Growth

Define and execute the channel strategy for APJ, aligned to ExtraHop’s global go-to-market priorities. Drive revenue growth by expanding partner-sourced and partner-influenced opportunities across enterprise and public sector accounts. Identify and recruit new strategic partners, including resellers, distributors, and referral partners, to expand coverage and reach in priority markets. Build and manage executive-level relationships with key partners, driving joint business planning and long-term growth strategies.

Program Development & Enablement

Localize and implement ExtraHop’s global partner program in APJ, ensuring regional relevance and adoption. Collaborate with channel operations to track partner performance, compliance, and lifecycle engagement across the program. Partner with sales enablement and partner marketing to deliver impactful partner training, communications, and go-to-market campaigns. Develop customized sales programs with large partners to accelerate pipeline and revenue.

Cross-Functional Leadership

Act as the voice of the partner in APJ, collaborating closely with regional sales, product management, marketing, legal, and finance teams. Work with global channel leadership to provide regional input on partner program design, measurement, and continuous improvement. Monitor competitive activity and industry trends to ensure ExtraHop’s partner program maintains a differentiated and compelling value proposition.

Operations & Governance

Provide regular reporting and analysis on partner contribution, pipeline, and revenue performance. Oversee partner incentives, MDF utilization, and deal registration integrity to maximize ROI. Ensure strong partner governance with consistent evaluation, process enhancements, and best-in-class partner experience.

Required Qualifications

10–15 years of progressive channel leadership experience in security, networking, or enterprise software. Proven track record of building and scaling successful partner ecosystems across Asia Pacific & Japan. Strong executive presence with experience engaging C-level stakeholders at both partners and customers. Deep understanding of partner business models (reseller, distributor, referral, MSP) and associated commercial structures. Demonstrated success in driving revenue growth through channel go-to-market execution. Excellent leadership, communication, and interpersonal skills with ability to influence cross-functionally and globally. Self-starter with ability to thrive in a high-growth, fast-paced environment. Bachelor’s degree required; MBA preferred.