SVP - Partner Ecosystems

October 13

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BeyondTrust

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

1001 - 5000

💰 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 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.

Requirements

•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 •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