Partner Manager

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.

Please note: This hybrid role will require 3 days in the Carahsoft office in Reston, VA per week.

The Role

BeyondTrust is seeking a highly motivated Partner Manager to execute and manage U.S. Public-Sector Value-Added Distributors (VAD’s).   As a key member of the go-to-market team, you’re responsible for managing the engagement and activities of the Public-Sector Value-Added Distributors (VAD’s).  This role will also assist with the team members including those covering the VARs, Service Delivery Partners, System Integrators and Technology Alliance Partners.

In the role, you represent the full portfolio of BeyondTrust products and services to your assigned VAD’s. Key responsibilities of a Channel Manager are to identify and develop new sales opportunities through various distribution channels.  You will be joining an established channel sales team who are highly motivated with an entrepreneurial spirit and with a passion for driving new opportunities to BeyondTrust’s business in the Public Sector. This role focuses on building and maintaining strong partnerships while driving business growth and operational excellence.

What You’ll Do

• Support BeyondTrust efforts with Public-Sector Value-Added Distributor ecosystem
• Provide account management for our distributors acting as their central contact daily, managing and representing all ongoing initiatives and plans with the account.
• Drive the strategic growth of assigned distributors in-line with business development plans
• Develop and track business plans covering sales initiatives and incentives, training and activities for distributors to meet shared targets.
• Identify gaps and derive strategy to incrementally grow joint revenue via distribution channels.
• Provide account coordination efforts for our distributors acting as their central contact daily, managing and representing all ongoing initiatives, activities and plans
• Handle forecasts & pipeline development on a weekly, monthly and quarterly basis
• Drive technical & sales readiness with VAD’s – develop and/or coordinate sales programs
• Assist in cultivating both tactical and strategic partnerships with BeyondTrust sales organization in the US Public Sector market.
• Coordinate with marketing and sales leadership for campaigns, sales plays and events
• Leverage key resources to enable VAD and VAR partners on BeyondTrust solutions
• Coach our sales team on how to engage and leverage the resources and value add of our VAD partners
• Facilitate marketing activities and plans
• Identify areas for improvement and work collaboratively with key personnel to enhance performance.
• Implement strategies and initiatives to optimize efficiency, sales, and service delivery.
• Ensure the routing of opportunities to the correct sales team members
• Coordinate enablement and orchestrate additional sales and technical training and certifications
• Complete joint business plans and run monthly and quarterly business reviews with your focus ecosystem VAD partners.
• Collaborate with BeyondTrust sales, marketing, and enablement teams to achieve partner business plan goals.
• Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement.
• Collaborate with channel team members and sales on account mapping with partners
• Implement marketing & market development plans with assigned distributors
• Communicate programs, promotions to Distribution sales teams and analyze usage trends

What You’ll Bring

• 4+ years’ experience of partner management or alliances in cybersecurity or related field.
• Bachelor’s degree or related field or equivalent experience
• Knowledge of partner ecosystem in the territory
• Demonstrated ability to establish positive and lasting business relationships
• Experience in strategic joint business planning with partners
• Demonstrated track record of meeting and / or exceeding revenue objectives
• High-energy, motivated self-starter with curiosity and passion for learning
• Exceptional communication and presentation skills to all levels of partner organizations
• Experience with Salesforce CRM, Partner Relationship Management systems, and report building
• Strong interpersonal skills and high emotional intelligence
• Prior experience in account planning and bringing sales strategies to life.
• Proven experience in developing relationships with senior stakeholders up to sales representative level.

Nice To Have

• Existing relationships with existing or potential BeyondTrust partners
• Experience of analyzing performance to identify areas of improvement and optimization
• Proven experience in developing relationships with senior stakeholders up to leadership level.

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 worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.

Learn more at www.beyondtrust.com. 

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