Partner Manager, BeyondTrust

• Experience working with SMB teams as an AE or partner manager with a large national partner
• 4+ years’ experience of partner management in software security
• 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
• Strong interpersonal skills and high emotional intelligence

Desirable

• The SMB Partner Manager is responsible for executing our partner ecosystem strategy to help achieve the region’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, 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
• Drive peer-to-peer discussions between partners and BeyondTrust SMB AEs acting as the primary point of contact
• Accountable for driving partner originated opportunities and measuring, tracking, and monitoring progress to quarterly goals
• 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
• Conduct regular check ins and business reviews to assess partner performance and alignment to identify opportunities for growth and improvement
• Help identify cross-sell opportunities as add-on business to initial sales in conjunction with the partner
• Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners
• Provide partner sales and technical team with marketing materials, product updates, and competitive insights to support day to day pipeline
• Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement
• Conduct virtual training sessions, webinars, and knowledge sharing initiatives
• Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities

• Healthcare
• Retirement
• Generous time off policy

Total funding: $12.1m

Unifying in-office and remote terminals with secure authorisation, BeyondTrust is meeting the changing demands of identity security with new technology. Though it was founded in 1985, BeyondTrust modernised its systems with a new software platform in 2022, that better suits the security needs of remote work and hybrid employee structure.