At ExtraHop, we’re on a mission to protect and empower the connected enterprise. We reveal what is happening in the very infrastructure that sustains businesses, lives, and communities, and ensure the integrity of networks, data, systems, and processes. Organizations rely on ExtraHop to provide visibility into the cyber threats, vulnerabilities, and network performance issues that evade their existing security and IT tools. With this insight, organizations can investigate smarter, stop threats faster, and keep operations running.
Our mission is fueled by a profound social and moral responsibility to be the best at what we do, ensuring a secure world where everyone can thrive. If this sounds like a place you’d like to spend the next chapter of your career, we’d love to hear from you.
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.
ABOUT EXTRAHOP
ExtraHop is reinventing Network Detection and Response (NDR) to offer enterprises unparalleled visibility, context, and control against emerging threats. The platform integrates NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics, providing a single, comprehensive solution. By decrypting and analyzing complete packet-level data at wire speed and leveraging cloud-scale machine learning, ExtraHop empowers Security Operations Centers (SOCs) to detect, investigate, and remediate modern cyber risks in real time across their entire hybrid infrastructure, including data center, cloud, and SASE environments.
This comprehensive approach and market innovation have earned ExtraHop unique recognition as the only NDR vendor acknowledged as a leader by all major analyst firms, including the 2025 Gartner® Magic Quadrant for Network Detection and Response™, the 2025 Forrester® Wave for Network Analysis and Visibility, the 2024 IDC® Marketscape for NDR, and the 2025 Gigamon® Radar Report for Network Detection and Response. Since 2007, ExtraHop has consistently helped organizations worldwide extract in-depth network telemetry and contextual insights, affirming its commitment to protecting and empowering the connected enterprise.
OUR VALUES
Our culture is rooted in our five Values. These set the expectations for how we work individually and collectively as a team.
Lead with Purpose: We are driven to deliver results that create a positive impact for our customers, partners, and colleagues.
Act with Integrity: We operate with transparency, authenticity, and always in the best interest of the company.
Find a Way: We are resourceful, tackle hard problems with a sense of urgency and ownership, and do what it takes to get the job done.
Innovate: We listen to customers, partners, and the market, and respectfully push boundaries and challenge the status quo.
Share Success: We run together, we win together. We value diverse perspectives, hold space for all voices, and achieve the best results as a team.
BENEFITS
Employees' wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:
- Health, Dental, and Vision Benefits
- Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
- FSA and Dependent Care Accounts + EAP, where applicable
- Educational Reimbursement
- 401k with Employer Match or Pension where applicable
- Pet Insurance (US Only)
- Parental Leave (US Only)
- Hybrid and Remote Work Model
Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today!
To learn more, visit our website or follow us on LinkedIn.
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