Senior Customer Success Manager
Filigran
Cyber Security
Partner Manager
BeyondTrust
full-time
Posted on:
Origin: • 🇺🇸 United States • Massachusetts, New York
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cyber Security
About the role
- Execute partner ecosystem strategy to help achieve 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
- Drive partner enablement and engagement to ensure business growth with partner and customer success
- Act as primary point of contact and drive peer-to-peer discussions between partners and BeyondTrust AEs
- Drive partner originated opportunities and measure, track, and monitor progress to quarterly goals
- Coach sales team on engaging ecosystem partners and connect sellers with partners at account and opportunity level
- Conduct regular check-ins and business reviews to assess partner performance and alignment
- Identify cross-sell opportunities as add-on business in conjunction with the partner
- Deliver partner sales enablement, orchestrate sales and technical training and certification
- Provide partners with marketing materials, product updates, and competitive insights
- Manage potential channel conflict and drive adherence to channel rules of engagement
- Conduct virtual training sessions, webinars, and knowledge sharing initiatives
- 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
- Nice to have: Existing relationships with existing or potential BeyondTrust partners
- Nice to have: Experience in analyzing performance to identify areas of improvement and optimization
- Nice to have: Experience with Salesforce CRM, Partner Relationship Management systems, and report building
