Technology Alliances Manager
Filigran
Cyber Security
Partner Manager
BeyondTrust
full-time
Posted on:
Origin: • 🇺🇸 United States • Massachusetts
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cyber Security
About the role
- BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio. Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. The Partner Manager is responsible for executing our partner ecosystem strategy to help achieve the region’s sales goals. Build and orchestrate a complete partner ecosystem including VARs, VADs, Service Delivery Partners, and Technology Alliance Partners. Represent the full portfolio of BeyondTrust products and services to assigned partners, driving partner enablement and engagement to ensure business growth with partner and customer success. Drive peer-to-peer discussions between partners and BeyondTrust AEs acting as the primary point of contact. Accountable for driving partner originated opportunities and measuring, tracking, and monitoring progress to quarterly goals. Coach our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level. Conduct regular check ins and business reviews to assess partner performance and alignment to identify opportunities for growth and improvement. Help identify cross-sell opportunities as add-on business to initial sales in conjunction with the partner. Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners. Provide partner sales and technical team with marketing materials, product updates, and competitive insights to support day to day pipeline. Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement. Conduct virtual training sessions, webinars, and knowledge sharing initiatives. Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities.
Requirements
- Experience working as an AE or partner manager with a large national partner 4+ years’ experience of partner management in software security Bachelor’s degree or related field or equivalent experience Knowledge of partner ecosystem in the territory Demonstrated ability to establish positive and lasting business relationships Experience in strategic joint business planning with partners Demonstrated track record of meeting and / or exceeding revenue objectives High-energy, motivated self-starter with curiosity and passion for learning Exceptional communication and presentation skills to all levels of partner organizations Strong interpersonal skills and high emotional intelligence
