Area VP Partners NAM

US

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.

We are looking for a leader to expand our partner ecosystem in North America.

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Area VP Partners NAM

US • Business

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