Partner Acquisition Manager
Actian
full-time
Posted on:
Location Type: Remote
Location: United States
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Tech Stack
About the role
- The HCL Software Partner Recruit Manager is responsible for overall recruitment of new solution partners like MSPs or Regional System Integrators to further broaden our Enterprise Security Solutions by recruiting enterprise cybersecurity partners.
- Partner Recruit Manager should be tech savvy, have an entrepreneurial mindset of building a book of Partner business over time and promote solutions, business models, profitability and recurring revenue discussions with partners, help uproot the competition.
- Partner engagement has become crucial in determining channel relationship success.
- The PRM will require the ability to research, identify, qualify, sell-to and recruit solution providers.
- Understand the Partner’s business model and translate how HCL Software’s product fit into their business model and how it will generate revenue beyond the license sale.
- Articulate HCL Software’s enterprise security solutions to appeal to Solution oriented, services partners to be relevant to their business as well as business model.
Requirements
- 15+ years of overall experience and at least 10+ years of experience with a Business Partner Sales / Channel Operations. Additional direct sales experience in a role selling with MSP and Solution partners is desired.
- Demonstrated ability to work in a fast-paced environment juggling multiple partner recruit and development activities.
- Experience engaging and influencing senior Business Partner Executives in developing joint go to market initiatives.
- Demonstrated ability in driving partner engagement from the field level up through management layers and from the top down.
- Experience working with partners field sellers through account management, territory management.
- Demonstrated ability recruiting Partners or new business development activities and managing multiple initiatives at any given time.
- Ability to drive teaming between HCL sales teams and Business Partner sales teams on a broad level and on large deals, as needed. Strong familiarity with decision-making processes in enterprise customers to help strategy development on large deals is preferred.
- Understanding of Partner financial models and partner incentive models.
- Self-starter, highly responsible, deadline-oriented, and independent, comfortable with ambiguity and working with higher management and cross functional teams.
- Exceptional written, verbal and listening skills required.
- Able to provide coaching & mentorship to internal teams on best practices in working with business partners.
- Experience solving partner and client issues, resolving channel conflict issues, investigating solutions, and coordinating responses.
Benefits
- Health insurance
- Remote work options
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
business partner saleschannel operationspartner recruitmentaccount managementterritory managementjoint go to market initiativespartner financial modelspartner incentive modelsenterprise security solutionssolution selling
Soft Skills
entrepreneurial mindsetability to juggle multiple activitiesinfluencing senior executivesdriving partner engagementcoaching and mentorshipproblem-solvingcommunication skillsdeadline-orientedself-startercomfortable with ambiguity