Senior Partner Sales Manager, BlueCat
Intelligent network operations
Job no longer available
Intelligent network operations
501-1000 employees
Job no longer available
501-1000 employees
Company mission
To help network teams accelerate businesses.
Role
Who you are
- Minimum of 5+ years of in-region channel experience in Enterprise software or technology networking/security company. Prior experience supporting a-2 tier reseller model preferred
- Experience in Network Observability/Network Performance Monitoring/Packet Capture (NetScout, Riverbed, SolarWinds, ExtraHop…)
- Proven forecasting skills and proven ability to exceed quota
- Excellent communication skills, both written and verbal
- Ability to multi-task, prioritize and coordinate tasks to meet multiple deadlines
- Skilled in pipeline development, territory planning, and strategic partner management
- Proven ability to work in a collaborative, cross-functional environment
- 50% travel is expected
- Experience in Salesforce
What the job involves
- The Senior Partner Sales Manager (PSM) is a strategic and visible role responsible for driving incremental channel pipeline and closed-won bookings originated by partners for our Observability portfolio (LiveAction). Chanel partners include VARs, MSPs, Distributors, and technology partners
- The Senior PSM will be a hands-on driver for new business by building out and managing the day-to-day channel. Working cross-functionally and closely with direct sales in a fast pace/fast growth environment, you will have the opportunity to thrive and significantly impact the overall business
- Drive Partner Sourced New Logo (PSNL) sales through focused Partners (resellers, MSPs). Work closely and support the BlueCat sales team who will lead the sales process for each opportunity by ensuring co-sell support by partners
- Identify, recruit, and enable strategic partner targets (VARs, MSPS) with a primary focus on UK
- Drive and grow qualified Deal Registration by leveraging account mapping, enablement, and highly curated field marketing events with partners to deliver pipeline growth within your region
- Develop strong selling relationships and be viewed as the “Trusted Advisor” with focused BlueCat Partners including forging strategic executive level partner relationships
- Own and drive the regional alliance partnerships with Keysight, Gigamon, and Cisco
- Forge deep relationships with regional distributors and create joint go-to-market motions that drives regional business expansion
- Work with the EMEA channel team to find synergies across partners that drive Observability business
- Work cross functionally, across internal BlueCat teams to ensure Partner growth and overall success
- Drive enablement for assigned partners around product (Sales and Technical), best practices, and marketing
- Build and implement growth plans and support QBRs for focused Partners
- Provide insight to leadership into Partner Pipeline, Deal Registrations and open opportunities
- Align and work closely with regional Sales leaders/teams to support partner sourced deals from pipeline creation through closure
- Hit and surpass quarterly quotas and qualified lead targets
- Reports to Sr. Director of Channel, EMEA
Our take
DNS (Domain Name System) is the backbone of internet navigation, translating domain names into IP addresses to connect users with websites. However, many enterprises still rely on outdated DNS systems, which can severely hinder IT operations. BlueCat addresses these issues by providing advanced DDI (DNS, DHCP, and IP Address Management) solutions, offering businesses a faster, more efficient way to manage their network infrastructure.
BlueCat's solutions accelerate the adoption of cloud computing and automation, making it highly attractive to large-scale enterprises looking to streamline IT operations and reduce costs. By simplifying complex network management, BlueCat helps companies enhance efficiency and adapt to modern technological needs.
The company is making significant strides, with the recent announcement of new capabilities to help organizations modernize their network infrastructure. Alongside this, it also appointed a new Chief Product and Chief Technology Officer and partnered with Grupo Dice to transform DDI management across Mexico and Latin America These exciting developments signal a bright future for BlueCat as it continues to lead the way in network modernization.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (2 rounds)
Jul 2011
$16.8m
SERIES B
Oct 2009
$11m
SERIES A
Total funding: $27.8m
Company HQ
Nortown, Toronto, ON
Leadership
Stephen Devito
(CEO)Stephen joined BlueCat in 2018, initially serving as the company's CFO before becoming CEO in 2020. Previously, he served as the CFO at Q4 and as an Executive VP & CFO at Marketwired.
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