Sr Director, Partner Ecosystems (Public Sector)

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity 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

BeyondTrust is seeking a highly motivated Sr Director, Partner Ecosystems, to execute our partner ecosystem strategy to help achieve the territory’s sales goals. As an active member of the go-to-market team, you’re 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 Senior Vice President, Global Partner Ecosystems, you’ll 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

• Provide team leadership as a direct manager of your Partner Managers covering State, Local, Education and Federal partners and ensure alignment and collaboration with your territory go-to-market team to achieve sales and services goals.
• 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.
• Develop and maintain strong working relationships at the executive level with key ecosystem partners.
• Engage in strategic business and partner planning with key partners and Distributors such as Carahsoft and Vertisoft.  
• Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels.
• Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns.
• 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.
• Coach your team on completing joint business plans and running monthly and quarterly business reviews with your territory’s focus ecosystem partners.
• Collaborate with BeyondTrust sales, marketing, and enablement teams to ensure partners are 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.

What You’ll Bring

• 7+ years’ experience of partner management in software security
• 5+ years' experience leading a team of partner managers
• Strong experience working in the Federal and Public Sector space, especially Distribution
• Demonstrated track record of meeting and / or exceeding revenue objectives
• Knowledge of partner ecosystem in the territory
• Demonstrated ability to establish positive and lasting business relationships
• Experience in strategic joint business planning with partners
• Bachelor’s degree or related field or equivalent experience
• 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
• Located in Eastern Standard Timezone

Nice To Have

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

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 global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.

BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.

Learn more at www.beyondtrust.com. 

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