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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
The VP, Partner Ecosystems owns the strategy, architecture, and health of BeyondTrust's partner ecosystem — resellers, distributors, technology alliances, MSSPs, and cloud/marketplace partners. Reporting to SVP Global Partnerships, this role builds and leads the team and programs that turn partners into a predictable, scalable growth engine, working closely with Sales, Marketing, Product, and Customer Success to align partner strategy with company revenue goals. The ideal candidate brings 10+ years of progressive partnerships, channel, or alliances leadership experience in enterprise cybersecurity or SaaS, with a track record of designing partner programs that scale sourced and co-sold revenue.
What You’ll Do
- Ecosystem Strategy: Define and own execution of the overall partner ecosystem strategy for resellers, distributors, technology/ISV alliances, MSSPs, and cloud marketplaces aligned to partner growth targets.
- Program Alignment & Governance: Build and evolve partner tiering focus and execution against partner program.
- Revenue Growth: Own ecosystem revenue targets; drive partner-influenced and partner-originated bookings, expansion, and retention across the portfolio.
- Team Leadership: Hire, lead, and develop a team of partner/alliance managers; set goals, coach performance, and build a scalable organizational structure.
- Strategic Alliances: Drive field execution of go-to-market alliances that extend BeyondTrust's platform value and market reach.
- Cross-Functional Alignment: Partner with Sales, Marketing, Product, and Customer Success to embed partner motion into pipeline generation, launches, and renewals.
- Business Reviews & Forecasting: Run executive and quarterly business reviews with top partners and align to support sales in opportunity management.
- Enablement: Ensure partners are trained, certified, and equipped with the tools and content needed to sell and support BeyondTrust solutions.
- Ecosystem Health & Metrics: Define and track KPIs (partner-sourced revenue, GRR/NRR, partner activation) and report results to executive leadership.
- Market Representation: Represent BeyondTrust at partner and industry events, and serve as an executive sponsor for strategic partner relationships.
What You’ll Bring
- 10+ years of experience in partnerships, channel sales, or alliances, including 5+ years in a senior leadership role, ideally in cybersecurity or enterprise SaaS.
- Proven track record building and scaling partner ecosystems that deliver measurable, sourced/co-sold revenue growth.
- Experience negotiating and structuring partner agreements, incentive programs, and tiered partner models.
- Strong people-leadership experience: hiring, developing, and managing a distributed partnerships/alliances team.
- Deep understanding of channel go-to-market models (VAR, VAD, MSSP, technology alliances, cloud marketplaces).
- Executive-level communication and relationship-building skills, with experience presenting to C-level partners and internal leadership.
- Fluency with CRM and partner-management tooling (Salesforce, PRM platforms) and data-driven forecasting.
- Willingness and ability to travel domestically/internationally to support partner and industry engagements.
Nice To Have
- Experience in privileged access management, identity security, or broader cybersecurity markets.
- Prior experience launching a partner program or ecosystem function from the ground up.
- Experience with cloud marketplace partnerships (AWS, Azure, GCP Marketplace).
- MBA or equivalent advanced business experience.
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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Skills Required
- 10+ years of experience in partnerships, channel sales, or alliances
- 5+ years in a senior leadership role
- Experience in enterprise cybersecurity or SaaS
- Track record building and scaling partner ecosystems that deliver sourced or co-sold revenue growth
- Experience negotiating and structuring partner agreements, incentive programs, and tiered partner models
- Experience hiring, developing, and managing a distributed partnerships or alliances team
- Deep understanding of VAR, VAD, MSSP, technology alliance, and cloud marketplace go-to-market models
- Executive-level communication and relationship-building skills
- Experience presenting to C-level partners and internal leadership
- Fluency with CRM and partner-management tooling, including Salesforce and PRM platforms
- Data-driven forecasting experience
- Willingness and ability to travel domestically and internationally
- Experience in privileged access management, identity security, or broader cybersecurity markets
- Experience launching a partner program or ecosystem function from the ground up
- Experience with AWS, Azure, or GCP Marketplace partnerships
- MBA or equivalent advanced business experience
BeyondTrust Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about BeyondTrust and has not been reviewed or approved by BeyondTrust.
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Healthcare Strength — Medical coverage includes PPO and HDHP options, with company-paid dental and company-paid vision for employees and dependents, plus employer HSA contributions for HDHP enrollees.
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Retirement Support — A 401(k) plan through Fidelity provides an immediate company match with full vesting, supporting long-term savings.
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Leave & Time Off Breadth — Flexible PTO is paired with 13 paid holidays and a sabbatical after seven years. Paid parental leave is also available.
BeyondTrust Insights
What We Do
BeyondTrust is the worldwide leader in Privileged Access Management (PAM), empowering organizations to secure and manage their entire universe of privileges. Our integrated products and platform offer the industry's most advanced PAM solution, enabling organizations to quickly shrink their attack surface across traditional, cloud and hybrid environments. The BeyondTrust Universal Privilege Management approach secures and protects privileges across passwords, endpoints, and access, giving organizations the visibility and control they need to reduce risk, achieve compliance, and boost operational performance. We are trusted by 20,000 customers, including 78 of the Fortune 100, and a global partner network.
