Director of Global Partner Program, BlueCat
Computer networking products
Open for applications
Computer networking products
501-1000 employees
Open for applications
501-1000 employees
Company mission
To help the world’s largest organizations thrive on network complexity, from the edge to the core.
Role
Who you are
- Prior experience building and managing successful new partner programs globally at an enterprise software company
- Experience with the Cisco ecosystem a benefit
- 5+ years’ experience in leading channel programs/development/strategy with complex channel ecosystems
- Proven understanding of channel sales processes, portals, systems, MDF, and tools
- Clear track record of delivering an innovative global incentive program (reseller, referral, alliances, MSP, etc.) initiative at scale
- Track record of success managing complex projects and programs while demonstrating exceptional business judgement
- Strong sales and operational acumen
- Proven ability to lead, navigate and manage complex vendor relationships
- Comfortable working with field resources, C-Suite, and external business owners
- Great team player with excellent presentation skills
What the job involves
- By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion
- The Director, Global Partner Programs and will lead the creation, roll-out, and on-going management of a next generation global partner program to support indirect channels and go-to-market
- Routes include resell, referral, distribution, co-sell and technology alliances
- He/she will be a hands-on builder and create a Program Office that will oversee partner program design and execution, partner enablement, deal-registration, market-to, route strategy, and day-to-day partner program execution
- This is a new hands-on and highly strategic role that will develop a world-class partner program from the ground up and support a team of channel mangers and partners across the globe
- This role reports to the SVP, Worldwide Channels and can be based anywhere in North America
- Build channel program strategy both near and long term based on market requirements, partner feedback, and BlueCat strategic direction
- Lead our Global Partner Program initiative which is a go-to-market priority. Partner with the sales regions, marketing, channel team, and other functional areas to prioritize opportunities, and build and operationalize a globally consistent and unified program framework & portal
- Identify trends, concerns, and successes across existing partners and incorporate learnings. Drive implementation of required product enhancements on a global basis working with the product and sales regions to help enable optimal partner solutions
- Manage and execute the aligned strategy around deal registration, channel discounting, partner commissions, partner portal, partner training and new partner on-boarding
- Own development of the business requirements to support key dynamics of each region within the global framework
- Provide internal guidance on annual plan priorities and future program direction based on the channel strategy
- Lead the design and implementation of how to operationalize global partner agreements to meet the unique requirements of partners, routes, and program objectives
- Define overall metrics for key program goals, set measurement cadences, and provide recommendations for enhancements, improvements or changes
- Contribute board-level content for channel strategy, programs, and communications
- Increase BlueCat awareness with existing partners by working closely with marketing and channel managers to drive compelling messaging that keeps BlueCat top of mind
Our take
Most enterprises today still rely on outdated DNS systems, which can slow down IT operations considerably. BlueCat Networks solves this problem by giving companies access to faster, more efficient DDI solutions.
BlueCat's solutions help companies to accelerate the adoption of cloud computing and automation. This appeals directly to large-scale companies looking to streamline IT operations, and save valuable time and money. In 2017, BlueCat was sold to US-based PE giant Madison Dearborn Partners for $400 million, however, the company is set to be acquired by Audax with an acquisition value of over $700 million.
Parternships with companies such as e92plus have allowed BlueCat to reach a wider customer base in the UK. These sorts of partnerships will be instrumental for the company as they continue to scale.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Jul 2011
$16.8m
SERIES B
Oct 2009
$11m
SERIES A
Total funding: $27.8m
Company benefits
- Work from home policy
- Professional Development budget
- Wellness Days + Wellness Week
- Lifestyle Spending Account
- Corporate Gym Membership Discounts
Company values
- We have the courage to act
- We listen to and guide our customers
- We show vulnerability
- We are approachable and responsive
- We win as a team
Company HQ
Nortown, Toronto, ON
Articles
Leadership
Stephen Devito
(CEO, not founder)Served as CFO and COO at BlueCat before taking over as CEO. Former CFO at Marketwired, Second Cup, and Q4 Inc.
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