Partner Manager

Summary

Join BeyondTrust as a Partner Manager and drive sales leads, converting them into new business through channel partners, resellers, and distributors. You will proactively grow our partner network, nurture relationships, and educate partners on BeyondTrust's offerings. This role requires building strategic channel partnerships, developing growth initiatives, onboarding partners, and collaborating with sales teams. You will assume quota responsibility and foster strong relationships with partners, while also collaborating with marketing on channel programs and analyzing performance. Success in this position demands experience in channel management and software channel sales, along with a proven track record of exceeding revenue objectives.

Requirements

• Experience in Channel Management
• 4+ years’ experience of software channel sales
• Demonstrated knowledge of partner ecosystem in the territory
• Demonstrated track record of meeting and / or exceeding revenue objectives, especially for revenue sourced through the channel
• Experience working with Salesforce (CRM) and report building
• Excellent presentation skills to executives & individual contributors
• Experience of analyzing performance to identify areas of improvement and optimization
• Exceptional communication and negotiation skills

Responsibilities

• Build, cultivate and develop strategic channel partnerships within territory
• Build specific and measurable growth initiatives that align to the partner business strategy
• On-board, enable, engage and map account and business plans with partners
• Collaborate with sales teams to provide partners that add value to our current customers, identify opportunities and assist in targeted sales pursuits
• Assume quota responsibility across defined partner channels
• Foster strong consultative relationships and continually assess, clarify, and validate partner needs on an ongoing basis
• Collaborate with the marketing team to develop a region-specific channel marketing program
• Measurement and analysis of channel programs, promotions, and other activities
• Develop and maintain strong working relationships at the executive level with key channels and partners