Actian is hiring a
Partner Acquisition Manager

Summary

The job is for a Partner Recruit Manager at HCL Software, responsible for recruiting new solution partners to broaden the Enterprise Security Solutions by identifying, qualifying, selling-to, and onboarding potential partners. The role requires a tech-savvy individual with an entrepreneurial mindset, 15+ years of overall experience, and at least 10+ years in Business Partner Sales / Channel Operations.

Requirements

• 15+ years of overall experience and at least 10+ years of experience with a Business Partner Sales / Channel Operations. 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. Strong familiarity with decision-making processes in enterprise customers to help strategy development on large deals is preferred
• Understanding of Partner financial models and partner incentive models
• Self-starter, highly responsible, deadline-oriented, and independent, comfortable with ambiguity and working with higher management and cross functional teams
• Exceptional written, verbal and listening skills required
• Able to provide coaching & mentorship to internal teams on best practices in working with business partners
• Experience solving partner and client issues, resolving channel conflict issues, investigating solutions, and coordinating responses

Responsibilities

• Recruit Partners: Research, identify, qualify, sell-to and recruit solution providers
• 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
• Engage partners and develop a trusted-advisor relationship with partners to establish strategic alignment and drive growth
• Align with senior management both technical and sales to ensure a higher degree of success with the Partner to minimize disengagement
• Recruits dozens of new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell HCL Software products and services
• 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. Combat competition throughout the selling and account management lifecycle
• 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. Leverages internal competitive intelligence to identify opportunities aligned with business goals
• 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 describes 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

Preferred Qualifications

• Experience working within the Partner channel ecosystem with ISVs like Snyk, Veracode, Fortify, Checkmarx, Ivanti, Tanium, Automox, Manage Engine, Veracode, Synopsys, Microsoft (System Center)
• Keyword Search: Application Security Testing, Software Composition Analysis, Endpoint management, endpoint security