Director, Partner Ecosystems

Summary

Join BeyondTrust as a Director, Partner Ecosystems and lead a team of Partner Managers to execute the partner ecosystem strategy, achieving territory sales goals. You will be responsible for developing and managing a comprehensive partner ecosystem, including VARs, VADs, and other partners. This role involves coaching your team, building strong relationships with key partners, and ensuring partner enablement and engagement. You will collaborate with internal teams to achieve partner business plan goals and manage channel conflict. Success in this role requires strong leadership, communication, and relationship-building skills, along with extensive experience in partner management within the software security industry.

Requirements

• 7+ years’ experience of partner management in software security
• 3+ years' experience leading a team of partner managers
• Demonstrated track record of meeting and / or exceeding revenue objectives
• Knowledge of partner ecosystem in the territory
• Demonstrated ability to establish positive and lasting business relationships
• Experience in strategic joint business planning with partners
• Bachelor’s degree or related field or equivalent experience
• 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

Responsibilities

• 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
• Coach your Partner Managers and our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level
• Develop and maintain strong working relationships at the executive level with key ecosystem partners
• Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels
• Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns
• Ensure your team is providing partner sales enablement as educators and coaches to partners and orchestrating additional sales and technical training and certification as needed by ecosystem partners
• Coach your team on completing joint business plans and running monthly and quarterly business reviews with your territory’s focus ecosystem partners
• Collaborate with BeyondTrust sales, marketing, and enablement teams to ensure partners are 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

Preferred Qualifications

• Existing relationships with existing or potential BeyondTrust partners
• Experience of analyzing performance to identify areas of improvement and optimization
• Experience with Salesforce CRM, Partner Relationship Management systems, and report building