Partner Manager, BeyondTrust
SMB
Privileged Access Management platform
Be an early applicant
Privileged Access Management platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To protect identities, stop threats, and deliver dynamic access to empower and secure a work-from-anywhere world.
Role
Who you are
- 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
- Existing relationships with existing or potential BeyondTrust partners
- Experience in analyzing performance to identify areas of improvement and optimization
- Experience with Salesforce CRM, Partner Relationship Management systems, and report building
- Better Together
What the job involves
- 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
Our take
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.
This modernisation speaks volumes about the direction of BeyondTrust, which was acquired by management platform Bomgar in 2018. With a focus on cloud technology, the company has successfully adapted to the ever-changing shape of cyber security threats and continues to nurture a large client base.
On top of record growth in 2022, the company continues to add new features and capabilities to its platform, showcasing its devotion to innovation that bodes well for its performance in the future. It has also become a strong voice in the movement for better cybersecurity practices in business, conducting surveys and research into the evolving space.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Jan 2010
$3m
LATE VC
Jan 2009
$6m
LATE VC
Total funding: $12.1m
Company benefits
- Healthcare
- Retirement
- Generous time off policy
Company HQ
Johns Creek, GA
Leadership
Janine Seebeck
(CEO, not founder)Currently Board Member at Boomi. Worked as COO and CFO at the company before becoming CEO. Previously CFO at Agilysys, and VP of Finance at PGi.
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