National Partner Manager

Summary

Join BeyondTrust as a National Partner Manager and execute the partner ecosystem strategy to achieve national partner sales goals. Manage the national relationship with Optiv Security, representing BeyondTrust's product and service portfolio. Drive partner enablement and engagement for business growth and customer success. Build and cultivate strategic channel relationships, coach the sales team on partner engagement, and facilitate marketing connections. Foster sales leader relationships, deliver partner sales enablement, complete joint business plans, and collaborate with internal teams. Manage channel conflict, ensure partner compliance, and proactively lead joint account mapping. This role requires strong communication, interpersonal, and leadership skills.

Requirements

• 5+ years’ experience of partner management in software security
• Bachelor’s degree or related field or equivalent experience
• Knowledge and experience working with Optiv Security
• 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 organizations
• Strong interpersonal skills and high emotional intelligence

Responsibilities

• Build and cultivate strategic channel strategy and relationship with Optiv nationally
• Drive peer-to-peer relationships with and between ecosystem partner and BeyondTrust at all levels
• Coach our sales team on how to engage with assigned national partner and connect sellers with your partner at an account and opportunity level
• Facilitate BeyondTrust marketing connection with ecosystem partners for trifecta campaigns
• Foster Sales leader introductions and relationships to maintain multi-level connections
• Deliver partner sales enablement as educator and coach to partner and orchestrate additional sales and technical training and certification as needed by ecosystem partner
• Complete joint business plans, run monthly and quarterly business reviews with your focus ecosystem partner
• Collaborate with BeyondTrust 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

Preferred Qualifications

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