Partner Manager

Summary

Join BeyondTrust as an SMB Partner Manager and contribute to a safer world through our cyber security SaaS portfolio. This hybrid role, based in either Atlanta or Boston, involves building and managing a partner ecosystem to achieve regional sales goals. You will be responsible for driving partner engagement, enabling them to grow their business, and ensuring customer success. This role requires experience in partner management within software security, strong communication skills, and a proven track record of exceeding revenue objectives.

Requirements

• Experience working with SMB teams as an AE or partner manager with a large national partner
• 4+ years’ experience of partner management in software security
• Bachelor’s degree or related field or equivalent experience
• Knowledge of partner ecosystem in the territory
• 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

• Drive peer-to-peer discussions between partners and BeyondTrust SMB AEs acting as the primary point of contact
• Accountable for driving partner originated opportunities and measuring, tracking, and monitoring progress to quarterly goals
• Coach our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level
• Conduct regular check ins and business reviews to assess partner performance and alignment to identify opportunities for growth and improvement
• Help identify cross-sell opportunities as add-on business to initial sales in conjunction with the partner
• Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners
• Provide partner sales and technical team with marketing materials, product updates, and competitive insights to support day to day pipeline
• Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement
• Conduct virtual training sessions, webinars, and knowledge sharing initiatives
• 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 or potential BeyondTrust partners
• Experience in analyzing performance to identify areas of improvement and optimization
• Experience with Salesforce CRM, Partner Relationship Management systems, and report building