Actian is hiring a
Business Partner Acquisition Manager
closedActian
💵 ~$125k-$135k
📍Remote - United States
Summary
The job is for a Partner Acquisition Manager at HCL Software, responsible for recruiting new solution partners for their Enterprise Security Solutions. The role requires a cybersecurity solution background and technical sales experience.
Requirements
- 15+ years of overall experience and at least 10+ years of experience with a Business Partner Sales / Channel Operations required
- Additional direct sales experience in a role selling with MSP and Solution partners is desired
- Demonstrated ability to work in a fast-paced environment juggling multiple partner recruit and development activities
- Experience engaging and influencing senior Business Partner Executives in developing joint go to market initiatives
- Demonstrated ability in driving partner engagement from the field level up through management layers and from the top down
- Experience working with partners field sellers through account management, territory management
- Demonstrated ability recruiting Partners or new business development activities and managing multiple initiatives at any given time
- Ability to drive teaming between HCL sales teams and Business Partner sales teams on a broad level and on large deals, as needed
- Understanding of Partner financial models and partner incentive models
- Experience solving partner and client issues, resolving channel conflict issues, investigating solutions, and coordinating responses
- Individuals with experience working with enterprise security solutions partners is a must as recruiting partners within your network will be important to help build a recruitment pipeline
- 10+ Years of Professional work experience with 5+ years selling enterprise security software solutions
- Experience working within the Partner channel ecosystem with ISVs. like: Snyk, Veracode, Fortify, Checkmarx, Ivanti, Tanium, Automox, Manage Engine, Veracode, Synopsys, Microsoft (System Center)
Responsibilities
- Recruit Partner Acquisition Managers in locations such as San Fransico, San Jose, Chicago, Dallas, Austin and Washington
- Engage partners and develop a trusted-advisor relationship with partners to establish strategic alignment and drive growth
- Understand the Partner’s business model and translate how HCL Software’s product fit into their business model and how it will generate revenue beyond the license sale
- Articulate HCL Software’s enterprise security solutions to appeal to Solution oriented, services partners to be relevant to their business as well as business model
- Recruit Partners and leverage current partners to grow business
- Identifies, engages, onboards, and qualifies complex partners with new security solutions to expand their Partner business
- Uses a variety of strategies to convey the value of partnering with HCL Software over competitors
- Sells account vision to decision makers and complex partners by aligning overall HCL Software value proposition and value propositions of products, channels, or solutions to the partner's business goals
- Identifies market opportunities based on security gaps in the Partner’s solution portfolio and share emerging trends in solution/product areas
- Ensure our solutions are incorporated into the Partner’s reference architecture and not just a catalog item in their portfolio of solutions
- Develops and executes strategic partner business priorities for all recruited partners for sales and technical enablement, account targeting, GTM readiness
- Ability to drive business opportunities from the partner installed base from Net New markets and Existing markets
- Ability to expand and enhance the partners area of influence in the territory
- Design and execute Marketing plan for partner and engage in co-marketing events
- Contribute to partner’s enablement program design and execution
- Communicate the benefits of training, tailors training recommendations to partners on relevant topics, and describe financial benefits associated with the training to assist with partner readiness
- Set goals with Partners, assist with funding and account planning. Assist Partner with co-selling on their first few deals to get the partner in a transacting and eventually in a self-sufficient state
- Connect technical teams to help partner build solutions or services that incorporate HCl Software’s security solutions
- Strong in understanding reports and build this into a rhythm with Partners to measure success and pivot where needed if goals are not being met
Benefits
Work Location/Travel. 75% Remote. Up to 25% travel across assigned regions
This job is filled or no longer available
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