BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
The Role
The Senior Vice President, Partner Ecosystems is responsible for indirect go to market strategy, operations, and sales revenue globally and across geographic regions. All partner-based routes to market are in scope, including Distribution, VARs, OEMs, Global Systems Integrators and Technology Alliance Partners. The SVP will drive strategy and execution of programs to grow the partner network and is responsible for the programs and revenue across all partners. The SVP is expected to lead the global partner team, and collaborate with sales, marketing, services, and partner training/enablement to build a fully integrated channel partner strategy and ecosystem. This role is an executive level role that is a high impact, quota carrying sales management position that plays an integral role in the success of the overall field team and company
What You’ll Do
- Develop and execute a comprehensive Global Channel strategy to achieve and exceed revenue targets in designated territories;
- Manage programs to maximize growth of partner originated and influenced revenue from across all channel partners;
- Enhance playbook/processes to effectively recruit, grow & scale value-added partnerships globally with a focus on partners that can manager on-prem/perpetual sales as well as cloud/subscription sales;
- Implement and refine sales automation tools and operational processes to increase efficiency and effectiveness of sales force;
- Develop partner capabilities and knowledge on products and features;
- Develop key sales metrics (overall bookings, ratio of bookings to sales cost, etc.)
- Lead, develop and expand a high-performing Global multi channel team, fostering a culture of success, accountability, and continuous improvement that delivers exceptional results and achieves revenue goals in all markets;
- Establish strong relationships with key stakeholders, including partners, distributors, and customers, to enhance market penetration and customer satisfaction;
- Collaborate closely with cross-functional teams, including sales, legal, sales operations, enablement, marketing, product, and customer success, to align strategies that drive growth and meet customer needs;
- Provide accurate monthly and quarterly sales forecasts;
- Identify and recommend business process improvements;
- Understand how this function and team integrates into and impacts the rest of the organization and leverage resources and relationships to help enable success.
What You’ll Bring
- 5+ years leading a global multi-channel indirect sales organization (scale of $300M+);
- Experience leading VP/Directors of sales/channel and with proven multi-level sales management experience;
- A strong track record of building multi channel teams to exceed targets in the cybersecurity industry;
- Excellent leadership skills with the ability to motivate and drive a multi channel team towards achieving exceptional results;
- Proven track record in recruiting, developing and retaining top talent;
- History of refining sales methodologies to indirect channel partners
- Recruiting/onboarding of new channel /alliance partners & optimizing performance of existing channel/alliance partners.
- Deep understanding of the cybersecurity landscape with a focus on understanding how to leverage technology differentiators;
- Exceptional communication and negotiation skills, with the ability to engage and influence stakeholders at all levels;
- Analytical mindset, able to both see opportunity in the sales cycle but also gaps in the business plan;
- A demonstrated personal history of winning competitive acquisitions;
- Tech-savvy, with a passion for new technologies and up to date awareness of cyber security trends;
- Demonstrated ability to collaborate and build win-win partnerships within an organization;
- Willingness to travel internationally and adapt to different cultures and business practices;
- Strong established relationships within the cyber security industry;
- Highly organized and able to prioritize shifting responsibilities effectively;
- At ease working in a high-pressure environment to deliver results;
- Excellent knowledge of Salesforce and modern SaaS sales tools such as Gong, Clari, SalesLoft & Outreach;
- Bachelor’s degree in Business, Marketing, or a related field.
- Selling SaaS software in the security or IT infrastructure
Nice To Have
- Combined background of post-sale and sales experience
- Direct and indirect sales background
- Experience managing successful transition from largely on-prem/perpetual sales to increasingly high mix of cloud/subscription sales.
- 5+ years’ experience working in complex software channels. Previous success achieving revenue responsibility of $500 million or greater
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.
Learn more at www.beyondtrust.com.
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