Strategic Alliances Lead - GSI

Job Title:

Strategic Alliances Lead - GSI

About Trellix:

Trellix, the trusted CISO ally, is redefining the future of cybersecurity and soulful work. Our comprehensive, GenAI-powered platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Along with an extensive partner ecosystem, we accelerate technology innovation through artificial intelligence, automation, and analytics to empower over 53,000 customers with responsibly architected security solutions.
We also recognize the importance of closing the 4-million-person cybersecurity talent gap. We aim to create a home for anyone seeking a meaningful future in cybersecurity and look for candidates across industries to join us in soulful work. More at https://www.trellix.com/.

Role Overview:

We are seeking an experienced Strategic Alliances Lead - GSI with a proven track record of success and a thorough understanding of the channel partner landscape in the APJ region. The primary focus will be to drive incremental partner-led revenue (New Business & Net New Logo’s), drive enablement training with new and existing partners (both sales & technical training), build business plan, pipeline and strategy towards closure. Foster a productive engagement model (internal & external) throughout the region. You will thrive in a competitive and dynamic culture.

About the role:

• Recruit, onboard and manage existing global solution and/or technology partners- driving incremental revenue, developing solution competency, and enabling program compliance.

• Direct the recruitment and engagement efforts of new partners as needed to support company initiatives and reach defined performance metrics.

• Design, propose, implement, and execute enablement and promotional programs to drive sales success within the region.

• Build and execute Territory plans for both focus partners and select emerging partners in the region. Focus areas, countries and named partners within the region may be re-aligned to business needs and strategy. 

• Lead facilitator for communication between partners and Trellix.

• Help facilitate resources from Region and Corporate for partners.

• Conduct quarterly business reviews, both internally and externally.

• Drive product marketing, and demand generation activities with partners to accompany products/solutions on partner’s website, seminars and tradeshows.

• Proactively communicate with region staff on Channel pipeline and forecasts.

• Driving strong incremental net new revenue at the same time ensuring partners are committed to customer success and renewals.

• Monitor, assess and report on a continual basis, the security vendor competitive situation within the channel partners in the region.

• Represent the company channel in the region and evangelize our mission and purpose both internally and externally.

• Should be able to communicate clearly and concisely through all available means of communication.

• Daily objectives should include the following: Innovation, Customer Obsession, Sense of Urgency, Collaboration, and Community.

About you:

• 12 + years  of Sales and Channel Sales experience working with regional, and global  partners in the computing network & cyber security space.

• Outstanding Presentation, Written and Verbal Communication Skills.

• Posses strong analytical, critical thinking, problem solving and execution skills.

• Results oriented and goal driven. Independent and self motivated to achieve agreed objectives.

• Strong understanding of the Channel ecosystem – roles of VARs, National Solution Providers, System Integrators, and Distributors.

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.