Senior Manager of Strategic Partnerships

Pathlock; Denver (CO); On-site; USD 100,000 - 130,000; Full time

Job summary

Pathlock is seeking a Strategic Partnerships Manager in Denver, Colorado. This role involves managing relationships with channel VARs and large integration partners to foster growth in Pathlock's license and subscription revenue. Key responsibilities include developing and executing partnership strategies, overseeing business development plans, and training partners on the Pathlock solutions. The ideal candidate has over 7 years of experience in business planning and strong leadership skills. The position also requires 30% to 50% travel within AMS regions.

Qualifications

• 7+ years of experience working with channel VARs and large integration partners.
• Proactive in driving initiatives, follow-up and execution.
• Strong leadership and communication skills.

Responsibilities

• Oversee all aspects of Partner/Pathlock relationship spanning Sales, Enablement Functions.
• Develop comprehensive quarterly and annual business development plans.
• Train partner and key delivery resources how best to sell Pathlock solutions.

Skills

Leadership and communication

Analytical skills

Cross-functional team management

Business planning

Sales enablement

Job description

The Pathlock strategic partnerships manager will be responsible for managing the overall relationship of our channel VARs, strategic global system integrators and advisories. This position will be the driving force behind the adoption and growth within our strategic partners that drive Pathlock license and subscription revenue. This is achieved through the management of all facets of the channels and alliance partnerships. The individual will be the expert and advocate with a deep understanding of their key market segments/customers that they serve, services capabilities spanning advisory, deployment and managed services, their sales processes, solutions/IP and overall organizational alignment.

The successful partner manager can navigate the Pathlock organization across executive leadership, product management, sales, professional services, CSM and operations to develop and execute a collaborative and co-developed business plan and partner growth strategy. Conversely, the individual will develop senior level relationships within the strategic partner organization, working across all sales and delivery functions to establish mutually beneficial relationships. Success will be measured through development of a strategic business plan, marketing/thought-leadership roadmap, joint go-to-market events and campaigns, opportunity sourcing, license revenue growth measured by ARR and tactical/operation execution.

Job Function and Responsibilities

• Oversee all aspects of Partner/Pathlock relationship spanning Sales, Enablement Functions, Product Management, Product Marketing and Partner Marketing
• Development and co-management of a comprehensive quarterly and annual business development plan with sponsorship and participation from all stakeholders (internal and external)
• Create and maintain a sales and enablement forecast
• Increase Partner sales awareness and delivery capability of Pathlock (Direct and Indirect)
• Train partner and key delivery resources how best to sell, farm and implement Pathlock solutions
• Increase deal registration and sourcing opportunities by providing support and training to sales teams
• Work with the sales teams to assist with any special pricing quotes
• Effectively coordinate related Partner activities across all major geographies in the AMS regions
• Conducts annual and quarterly account planning sessions.
• Oversee the deal registration process including but not limited to, special pricing, geo allocation and any other processes associated with deal registration.

Primary Qualifications

• 7+ years of experience working with channel VARs and large integration partners
• Highly proactive in driving initiatives, follow-up and execution
• Organized and detailed in documentation and business planning
• Experience leading cross-functional teams and managing a partner-centric business
• Strong leadership and communication skills, as well as strong teaming and interpersonal skills
• Strong critical thinking, organization, program management and execution skills are a must
• Exceptional business acuity, technology prowess and strategic analysis skills
• Previous consulting, product management, alliances, sales/marketing and/or business analyst experience
• Excellent communication, presentation, and demonstrated analytical skills
• 30% - 50% travel required in the AMS regions