Global Strategic Partnerships Manager

The Global Strategic Partnerships Manager ensures the development of Strategic Partnership relationships that further Fortra’s growth objectives and aligns with its mission. The role is global in nature and works across all regions, business units, and functional areas for cybersecurity.   

This role involves building strategic alliances with partners (like Accenture, Deloitte, Wipro) to co-sell, co-develop solutions, drive joint GTM (Go-To-Market) strategies, and generate pipeline/revenue by aligning sales, marketing, and technical teams, focusing on outcomes like joint service offerings, enablement, and shared customer success within complex cybersecurity landscapes.

KEY DUTIES 

• Identify, nurture, and leverage mutually beneficial GSI’s that align with Fortra’s cybersecurity strategy and help grow the business, build our brand, and increase our valuation. Activities include conceiving, researching, fostering, and formalizing institutional relationships. 

• Build trusted, executive-level relationships across GSI sales, marketing, and technical teams. 

• Serve as the primary liaison, fostering deep alignment between internal teams and partner counterparts 

• Participate with Sales, Marketing, and Research and Development teams to extend Fortra’s proposition and offerings. 

• Support and contribute to the overall strategy for the company across all global markets and business units relative to alliances. 

• Drive cross-selling opportunities to increase revenue and leverage GSI relationships to penetrate the cybersecurity market further. 

• Provide thought leadership to drive growth and new opportunities involving existing or potential new alliances.  

• Ensure the deal registration process and partner enablement initiatives related to GSI’s align with the Fortra Global Channel Program.   

• Serve as the escalation point for issues and challenges regarding specific field opportunities and/or post-sale installation activities. 

• Engage pre-sales, pricing, marketing, finance, and development teams to drive the execution of alliance business plans. 

• Work closely with the VP of Global Channels and Alliances, and Sales Leadership to ensure alignment with Fortra’s broader business strategy for all partnerships.   

Key Measures of Success:  

• Identifying new alliances and presenting business cases to the VP of Global Channels and Alliances for review and approval. 

• Business growth (tied to alliances) is measured by ARR growth and market expansion. 

• Identify priority markets, service offerings, and scalable sales plays for partner-led growth. 

• Define and track KPIs (Pipeline, Revenue, Engagement) for partnership success 

QUALIFICATIONS 

• Bachelor’s Degree. 

• Fifteen (15) years of managing GSI’s and strategic partnerships in the cybersecurity field. 

• Demonstrated experience working and collaborating successfully in a global matrixed team and functional group. 

• Strong strategic and financial agility skills. 

• Experience leading strategic partnership initiatives globally. 

• Able to build relationships and partnerships that lead to success. 

• Ability to develop, manage, and nurture multiple large opportunities simultaneously. 

• Proven experience building external relationships and formalizing those relationships into alliances that drive business value. 

• Negotiating skills, able to effectively negotiate agreements. 

• Must be organized and have excellent verbal and written communication and interpersonal skills. 

Other Competencies  

• Collaborative: comfortable working in a matrixed organization across diverse groups and interests. 

• Enterprising: An entrepreneurial, growth mindset; constantly seeking new opportunities and better ways of doing things. 

• Organized: prioritize time, people, and financial resources and can discern what is important and what is not. 

• Strategic Perspective: sees multidimensionally, making holistic business decisions weighing risks/rewards from all perspectives, including stakeholder relationships.