Director, Partner Ecosystems, MEA

BeyondTrust; Dubai; On-site; USD 120,000 - 180,000; Full time

Job summary

A leading company in intelligent identity and access security seeks a Director of Partner Ecosystems to drive partner engagement and achieve sales goals in the MEA region. The role involves leading a team, fostering relationships with key partners, and collaborating with internal teams to ensure success. The ideal candidate will have extensive experience in partner management, strong leadership skills, and a passion for building lasting business relationships.

Qualifications

• 7+ years of experience in partner management in software security.
• 3+ years of experience leading a team of partner managers.
• Demonstrated track record of meeting revenue objectives.

Responsibilities

• Lead a team of Partner Managers to develop a complete partner ecosystem.
• Drive partner enablement and engagement to ensure business growth.
• Manage potential channel conflict and ensure partner compliance.

Skills

Partner management

Relationship building

Communication

Strategic planning

Team leadership

Education

Bachelor’s degree or related field

Tools

Salesforce CRM

Job description

The Director, Partner Ecosystems, is responsible for executing our partner ecosystem strategy to help achieve the MEA sales goals.

As an active member of the go-to-market team, you are responsible for leading a team of Partner Managers who will develop and orchestrate a complete partner ecosystem including VARs, VADs, Service Delivery Partners, System Integrators, and Technology Alliance Partners.

Reporting to the Vice President, Partner Ecosystems, you will represent the full portfolio of BeyondTrust products and services to your assigned partners, driving partner enablement and engagement to ensure business growth with partner and customer success.

What You’ll Do

1. Provide team leadership as a direct manager of your Partner Managers and ensure alignment and collaboration with your territory go-to-market team to achieve sales and services goals.
2. Coach your Partner Managers and our sales team on engaging ecosystem partners of all types and connecting sellers with ecosystem partners at an account and opportunity level.
3. Develop and maintain strong relationships at the executive level with key ecosystem partners.
4. Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels.
5. Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns.
6. Ensure your team provides partner sales enablement as educators and coaches, and orchestrates additional sales and technical training and certification as needed by ecosystem partners.
7. Coach your team on completing joint business plans and running monthly and quarterly business reviews with your territory’s focus ecosystem partners.
8. Collaborate with BeyondTrust sales, marketing, and enablement teams to ensure partners achieve partner business plan goals.
9. Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement.
10. Ensure partner compliance with partner agreements and drive adoption of partner programs.

What You’ll Bring

1. 7+ years of experience in partner management in software security.
2. 3+ years of experience leading a team of partner managers.
3. Demonstrated track record of meeting and/or exceeding revenue objectives.
4. Knowledge of the partner ecosystem in the territory.
5. Ability to establish positive and lasting business relationships.
6. Experience in strategic joint business planning with partners.
7. Bachelor’s degree or related field or equivalent experience.
8. High-energy, motivated self-starter with curiosity and passion for learning.
9. Exceptional communication and presentation skills to all levels of partner organizations.
10. Strong interpersonal skills and high emotional intelligence.

Nice To Have

1. Existing relationships with current or potential BeyondTrust partners.
2. Experience analyzing performance to identify areas of improvement and optimization.
3. Experience with Salesforce CRM, Partner Relationship Management systems, and report building.

Better Together

Diversity and inclusion are core values for us. They guide how we build teams, cultivate leaders, and foster a culture where everyone feels connected.

We prioritize taking care of our employees so they can serve our customers effectively. We hire from diverse backgrounds because we believe that our differences make us stronger.

About Us

BeyondTrust is a global leader in intelligent identity and access security, helping organizations protect identities, stop threats, and deliver dynamic access. Trusted by 20,000 customers, including 75 of the Fortune 100, and a broad network of partners.

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