Partner Manager - FED

January 11

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BeyondTrust

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BeyondTrust is a company that specializes in providing cybersecurity solutions. They focus on offering products and services that protect organizations from internal and external threats, and their solutions often involve privileged access management to secure and manage the identities and credentials of users accessing critical systems and data.

Privileged Access Management • Vulnerability Management • Privileged Account Management • Session Monitoring • Privileged Password Mgt

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

💰 Private Equity Round on 2021-05

📋 Description

• 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. • The Federal Partner Manager is responsible for executing our partner ecosystem strategy to help achieve the Federal Team’s sales goals. • As an active member of the go-to-market team, you’re responsible for building and orchestrating a complete partner ecosystem including VARs, VADs, Service Delivery Partners, System Integrators and Technology Alliance Partners. • You represent the full portfolio of BeyondTrust products and services to your assigned partners, driving partner enablement and engagement to ensure business growth with partner and customer success. • Build, cultivate and develop strategic channel partnerships and relationships aligned with sales leadership in region. • Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels. • 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. • Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns. • Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners. • Complete joint business plans and run monthly and quarterly business reviews with your focus ecosystem partners. • Collaborate with Beyond sales, marketing, and enablement teams to achieve partner business plan goals. • Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement. • Ensure partner compliance with partner agreements and drive adoption of partner programs. • Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities.

🎯 Requirements

• 5+ years’ experience of partner management in software security • Bachelor’s degree or related field or equivalent experience • Knowledge of partner ecosystem in federal • 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 • Nice To Have • Existing relationships with existing or potential BeyondTrust Federal partners • Experience of analyzing performance to identify areas of improvement and optimization • Experience with Salesforce CRM, Partner Relationship Management systems, and report building