Director, Partner Ecosystems

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 Director, Partner Ecosystems is responsible for executing our partner ecosystem strategy to help achieve the Middle East, India and Africa territories sales goals.

As an active member of the go-to-market team, you are responsible for leading a team of Partner Managers who will develop and orchestrate a complete partner ecosystem including VARs, VADs, Service Delivery Partners, System Integrators and Technology Alliance Partners.

Reporting to the Vice President, Partner Ecosystems, you will 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.

What You’ll Do

1. Provide team leadership as a direct manager of your Partner Managers and ensure alignment and collaboration with your territory go-to-market team to achieve sales and services goals.
2. Coach your Partner Managers and our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level.
3. Develop and maintain strong working relationships at the executive level with key ecosystem partners.
4. Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels.
5. Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns.
6. Ensure your team is providing partner sales enablement as educators and coaches to partners and orchestrating additional sales and technical training and certification as needed by ecosystem partners.
7. Coach your team on completing joint business plans and running monthly and quarterly business reviews with your territory’s focus ecosystem partners.
8. Collaborate with BeyondTrust sales, marketing, and enablement teams to ensure partners are achieving partner business plan goals.
9. Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement.
10. Ensure partner compliance with partner agreements and drive adoption of partner programs.

What You’ll Bring

1. 7+ years experience of partner management in software security.
2. 3+ years' experience leading a team of partner managers.
3. Demonstrated track record of meeting and/or exceeding revenue objectives.
4. Knowledge of partner ecosystem in the territory.
5. Demonstrated ability to establish positive and lasting business relationships.
6. Experience in strategic joint business planning with partners.
7. Bachelor’s degree or related field or equivalent experience.
8. High-energy, motivated self-starter with curiosity and passion for learning.
9. Exceptional communication and presentation skills to all levels of partner organizations.
10. Strong interpersonal skills and high emotional intelligence.

Nice To Have

1. Existing relationships with existing or potential BeyondTrust partners.
2. Experience of analyzing performance to identify areas of improvement and optimization.
3. Experience with Salesforce CRM, Partner Relationship Management systems, and report building.

Benefits & Perks

Put your wellbeing first with our amazing benefits package:

1. 25 days annual leave, increasing to 30 after 1 year service.
2. Parental leave program.
3. Medical insurance (including dependants).
4. Vision and dental benefits.
5. Life Insurance (24 x base monthly salary).
6. Co-investing opportunity.
7. Flexible working hours.
8. Employee Assistance Program.