Strategic Channel Partnerships Lead

BeyondTrust, Inc.; United States; On-site; USD 90,000 - 140,000; Full time

Job summary

BeyondTrust is seeking a Partner Manager to drive our regional partner ecosystem, coordinating VARs, VADs, service delivery partners and technology alliances. You will represent BeyondTrust’s portfolio, enable partners, and engage sales teams to accelerate growth and ensure customer success.

You will lead joint business planning, conduct quarterly reviews, and collaborate with sales, marketing and enablement to meet partner business goals. Strong relationship skills are essential.

Qualifications

• 4+ years of partner management experience 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 organisations.
• Strong interpersonal skills and high emotional intelligence.

Responsibilities

• Build, cultivate and develop strategic channel partnerships and relationships aligned with sales leadership in region.
• Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels.
• 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.
• Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns.
• Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners.
• Complete joint business plans and run monthly and quarterly business reviews with your focus ecosystem partners.
• Collaborate with Beyond sales, marketing, and enablement teams to achieve partner business plan goals.
• Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement.
• Ensure partner compliance with partner agreements and drive adoption of partner programs.
• Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities.

Skills

Partner management experience

Communication & presentation

Interpersonal skills

Knowledge of partner ecosystem

Education

Bachelor's degree or related field

Tools

Salesforce CRM

Partner Relationship Management

Report building

Job description

BeyondTrust is seeking a Partner Manager to drive our regional partner ecosystem, coordinating VARs, VADs, service delivery partners and technology alliances. You will represent BeyondTrust’s portfolio, enable partners, and engage sales teams to accelerate growth and ensure customer success.

You will lead joint business planning, conduct quarterly reviews, and collaborate with sales, marketing and enablement to meet partner business goals. Strong relationship skills are essential.