Area VP Partners NAM

Job Description

We are looking for a leader to expand our partner ecosystem in North
America, to identify and nurture partnerships with regional and national
partners as well as distributors.


Our Ideal AVP Partners NAM candidate:

• Built teams from the ground up and is comfortable being player-coach
• Has experience in developing successful channel and referral partners
• Understands and has experience in the startup environment mentality or moving fast and executing faster
• Self-driven and works well with sales, marketing, customer success, and technical teams
• Experienced in working with cyber security or SaaS companies
• Enjoys making partners a part of our team and building partnerships

Responsibilities:

• Evolve our indirect go-to-market strategy through VAR, MSSP, and Authomize referral program.
• Oversee the development of the relevant partner programs and technical enablement and supporting operational programs
• Collaborate with the sales, marketing, customer success, and partner enablement teams to build fully integrated channel partner strategy and ecosystem
• This role is a quota-carrying sales leadership position that plays a significant role in the success of the overall field team and the company
• Responsible for pipeline and revenue creation in the defined routes to market
• Improve the playbook and processes to successfully recruit, grow and scale valuable partnerships in NAM (including global partners HQ in NAM)
• Develop partner capabilities on products and knowledge together with the partner enablement team
• Measured by critical metrics around partnerships quality and numbers
• Lead programs to improve the growth of partner originated and influenced revenues from VAR, MSSP, and Referral partners
• Work with the marketing team to develop partner marketing programs, including enhanced website pages, partner certification, training, collateral, etc.
• Update and develop incentive plans for partners (discount, SPIFF, MDF, competitions, etc.)

Job Requirements

• 7+ years of leading a multi-channel indirect sales organization in NAM. Global experience is an advantage
• Startup and mid-size company experience ($0-100M revenues)
• Previous success achieving revenue responsibility of at least $30M
• Experience in refining sales methodologies to indirect channel sales with expertise in all pillars (MSSP, VAR)
• Experience in recruiting and onboarding of channel partners and optimizing the performance of existing channel partners
• Experience selling SaaS or cyber security products
• Experience in building a process and regularly report sales performance, funnel conversion, and forecasted growth
• Possesses a strong management presence and leadership ability, with communication and interpersonal skills that inspire and motivate leaders and teams
• Able to be flexible and agile in responding to evolving business priorities
• Able to collaborate across the organization and with external stakeholders
• Experience successfully working with senior (C-level) executives
• Ability to drive organizational efficiencies that help promote customer satisfaction

We are an equal opportunity employer committed to creating a friendly, respectful, and inclusive environment. Our goal is to create an atmosphere that is a pleasure to work in and where there is an unbiased acceptance of others.