Federal Partner Manager, BeyondTrust

• 5+ years’ experience of partner management in software security
• Bachelor’s degree or related field or equivalent experience
• Knowledge of partner ecosystem in federal
• 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
• Strong interpersonal skills and high emotional intelligence

Desirable

• The Federal Partner Manager is responsible for executing our partner ecosystem strategy to help achieve the Federal Team’s sales goals
• As an active member of the go-to-market team, you’re responsible for building and orchestrating a complete partner ecosystem including VARs, VADs, Service Delivery Partners, System Integrators and Technology Alliance Partners
• You represent the full portfolio of BeyondTrust products and services to your assigned partners, driving partner enablement and engagement to ensure business growth with partner and customer success
• Build, cultivate and develop strategic channel partnerships and relationships aligned with sales leadership in region
• Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels
• Coach our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level
• Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns
• Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners
• Complete joint business plans and run monthly and quarterly business reviews with your focus ecosystem partners
• Collaborate with Beyond 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
• Ensure partner compliance with partner agreements and drive adoption of partner programs
• Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities