Channel Development Representative, Singapore

Position Summary :

The Channel Development Representative (CDR) is responsible for driving partner-sourced pipeline by enabling, activating, and supporting ExtraHop’s channel ecosystem. This role blends SDR-level outbound execution with partner enablement, channel engagement, and field alignment. The CDR will work closely with Channel Managers, Marketing, and the Inside Sales organization to ensure partners are educated, motivated, and consistently contributing high-quality opportunities.

This is a high-visibility, high-impact role designed to scale ExtraHop’s partner influence and accelerate revenue across Commercial and Enterprise markets

Key Responsibilities

Partner Activation & Enablement

• Engage targeted partners to increase awareness of ExtraHop’s NDR platform and key differentiation.
• Support partner onboarding, training, and ongoing enablement efforts.
• Assist Channel Managers in facilitating webinars, product updates, and partner workshops.
• Drive participation in incentives, co-marketing programs, and joint prospecting initiatives.

Pipeline Generation & Prospecting

• Execute outbound motions on behalf of channel partners to help identify, qualify, and route new opportunities.
• Manage follow-up on partner-sourced leads, event attendees, and joint campaigns.
• Collaborate with partners to build territory penetration plans and account lists.
• Meet monthly and quarterly KPIs for meetings, qualified opportunities, and partner engagement.

Collaboration & Field Alignment

• Partner closely with Channel Managers and Regional Sales Leaders to prioritize key partners.
• Provide real-time partner intelligence to Sales Leadership (e.g., active deals, gaps, pipeline trends).
• Coordinate cross-team communication to ensure partners have what they need for joint selling.
• Maintain accurate partner interactions, activities, and opportunity progression in CRM.

Operational Excellence : 

• Track all partner meetings, outbound metrics, and pipeline attribution.
• Monitor performance of assigned partners and report insights back to the channel and sales teams.
• Support execution of channel field events, roadshows, and regional partner engagements.
• Uphold ExtraHop standards around messaging, positioning, and value articulation.

Qualifications / Skills and Competencies : 

• 1–3 years in BDR, Channel Sales, or Partner Development.
• Strong outbound prospecting fundamentals and comfort making calls on behalf of partners.
• Understanding of VARs, MSPs, distributors, and security reseller ecosystems.
• Excellent communication, organization, and relationship-building abilities.
• Highly coachable, data-driven, and motivated by clear performance goals.
• Experience using Salesforce (or similar CRM) preferred.

• Works cooperatively with others within the organization and other cross-functional stakeholders.
• Works well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.

Success Metrics

• Partner-sourced pipeline created
• Meetings booked and routed to Sales
• Activated partners (measurable engagement)
• Opportunity progression & conversion rates
• Outbound activity aligned to partner GTM plans
• Accuracy and hygiene in CRM and partner documentation

Why This Role Matters

The CDR is a force multiplier for ExtraHop’s channel strategy—boosting partner productivity, strengthening partner relationships, and expanding our reach into target territories and verticals. This role directly contributes to revenue acceleration and market penetration.