Being the cybersecurity partner of choice, protecting our digital way of life.
Your Career
You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins strategy? If so, we want you.
Your Impact
- Partner Strategy (30%)
- For all accounts in Strategics (and most in Majors), create and update a joint account pursuit plan with partners highlighting key RTMs and partners by account (In partnership with NAM leaders, Ecosystem team and CBMs)
- Identify and engage the right GSIs team members and CBMs for the prioritized accounts and support development of a proactive ecosystem strategy to drive pipeline growth and big-deal motion
- Ensure complete alignment with GSI teams (including CALs), CBMs and Account teams (SVPs through AEs)
- Execution & Accountability (60%)
- Drive joint pursuit plan execution by mapping out activities (executive engagement, joint planning sessions) and communicating them to stakeholders (Ecosystem, Account teams) – aligned with quarterly and long-term pipelines
- Track progress against defined goals (utilizing dashboards/reports), collaborating with ecosystem and account teams and establishing KPIs for accountability
- Drive key meetings with GSIs in collaboration with CBMs and ensure attendance of right stakeholders, defined agenda, material readiness, pre-meeting discussions and follow-up on action items with clear owners & deadlines
- Actively solicit updates to address lagging areas and hold stakeholders accountable for action items
- Proactively review internal ‘big deal’ pipeline ($5M+ in TNB) to identify new opportunities and ensure proper partner structure is in place - Collaborate with account and ecosystem teams to allocate resources for high-potential leads
- Account Team Enablement & Collaboration (10%)
- Ensure account teams have the knowledge of ecosystem partners' objectives, capabilities, and value proposition
- Highlight and proactively manage key risks and friction points between account teams and partners
- Establish clear communication channels to keep stakeholders informed of key account and partner developments
Your Experience
- Bachelor’s Degree or equivalent, MBA a plus or equivalent military experience required
- 10+ years experience in Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry and/or Cloud industry
- Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
- Excellent executive communication and presentation skills
- Successful track record of exceeding performance objectives
- Understanding of channel operating models
- Knowledge of sales, marketing, and solution development
- Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
- Consistent track record of leading complex sales situations through negotiation and conflict resolution
- Capable of performing in a virtual team environment
- Negotiation and conflict resolution skills
All your information will be kept confidential according to EEO guidelines.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $352,400/yr to $484,550/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .
