Partner Development Manager, Egnyte
VAR, Northeast
$135-240k
OTE
$94.5-168k
BASE
Salary dependent on location
Approximately 50% travel
Cloud content governance platform
Open for applications
Cloud content governance platform
1001+ employees
Open for applications
$135-240k
OTE
$94.5-168k
BASE
Salary dependent on location
Approximately 50% travel
1001+ employees
Company mission
To enable organizations of all sized to unlock their content's full potential.
Role
Who you are
- Experience working in a partnership role at a vendor
- Hard working, self-driven and highly motivated individual with great team spirit
- 10+ years experience building and managing value added partnerships in North America with strong existing partner relationships within the defined territory
- Motivated by driving indirect/influence revenue with a record of quota over-achievement
- Ability to listen, make recommendations and influence partner executives
- A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer
- Able to identify and develop new partners
- Customer focused and achievement driven
- Ability to recruit, manage, and grow partnerships that deliver value added services in security
- Strong team builder and highly functional in working in matrix environments
- Must have experience in a hybrid sales environment of direct and indirect sales
- Has a metric driven approach and understands what success looks like
- Demonstrate excellent presentation and written communication skills
- Must have a level of business maturity, flexibility and the ability to adapt and be comfortable in a fast-paced, quickly changing environment
- Exceptional relationship and interpersonal skills
- Bachelor's degree required, with advanced degrees desired
- Desire to travel is required (approximately 50%)
What the job involves
- The Partner Development Manager is an experienced channel sales professional responsible for implementing and building and growing indirect and influence sales in their designated region, with the primary goal of sales acceleration through pipeline generation with partners
- The PDM will build credibility and trust to drive partner wallet-share in Egnyte
- The role involves execution of all aspects of channel management including partner recruitment, enablement, strategic partner planning, on-going partner management, and co-selling into end-customer organizations with resellers and/or influence partners
- The PDM will be a primary contact for territory channel partners and will be responsible for managing the overall corporate relationship with those partners
- The PDM will also need to build trust, credibility and relevance with reseller and Egnyte sales teams
- Working with Egnyte Sales Managers to develop and evangelize the regional channel plan that accelerates the regions overall sales performance
- Act as overall quarterback for the reseller business within the region – driving a comprehensive territory plan that identifies go-to partners within each territory covering all Egnyte technology specializations, engaging Egnyte specialists as needed to build partner competency
- Create a strong partner eco-system in your territory by identifying and onboarding new partners
- Develop and grow new and existing Egnyte channel partners to increase pipeline and revenue contribution
- Develop, drive, and execute strategic partner sales plans with partner leadership
- Build strong relationships across key partner stakeholders to strengthen the partnership
- Develop and execute partner marketing campaigns working closely with Partner Marketing to drive incremental revenue
- Present Egnyte solutions at partner events
- Work cross-functionally within Egnyte key stakeholders and build a “one-team” attitude with all extended stakeholders
- Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation
- Work with extended team to provide multiple touchpoints in partner organizations to scale resources
Our take
Cloud-based solutions for data management, security and GDPR compliance are increasingly important to the management of tech businesses. However, the tools currently used are modular and result in systems becoming complicated and time-consuming to use effectively.
Egnyte provides an integrated solution for GRDP compliance and data security. The startup reduces the likelihood of digital threats whilst maximizing efficiency for data management and compliance. Through these means, the software can locate, secure and lock down data to ensure security and compliance are taken care of within a single software package.
The company originally focused on data management, offering compliance and security as optional add-ons. However, due to the increasing complexity of data regulations, Egnyte switched to a more unified approach. The company is held in high regard, within an industry set to reach a value of $36.81B by 2029, ranking number 1 in several G2 reports.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Oct 2018
$75m
GROWTH EQUITY VC
Dec 2013
$29.5m
SERIES D
Total funding: $137.5m
Company benefits
- Comprehensive benefits
- Company equity depending on role and level
- Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance
- Paid holidays and sick time
- 401(k) Retirement Plan (Traditional and Roth)
- Health Savings Account (HSA) and Employee Assistance Program (EAP)
- Paid Maternal, Paternal, and Adoption Leave to help you grow your family
- Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
- Gym, cell phone, and internet reimbursement
- Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered
- Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
- Your own Egnyte account with lifetime access
Company HQ
Mountain View, CA
Articles
Leadership
Vineet Jain
(Co-Founder & CEO)Prior to Egnyte, they founded and successfully built Valdero. They have held a rich variety of Senior Operational positions at KPMG and Bechtel.
Rajesh Ram
(Co-Founder & Chief growth Officer)Held executive roles within Egnyte's Product Management and Engineering functions. Their strength in defining, delivering and supporting software solutions was developed while at Oracle, KPMG consulting and Valdero Corporation.
Amrit Jassal
(Co-Founder & CTO)An Official Member of the Forbes Technology Council, they have extensive experience in building large-scale, highly available systems all over the world. In the past, they have deployed such systems at Cisco, Fujistu and Sun Microsystems. Prior to Egnyte, they served as the CTO of Valdero.
Kris Lahiri
(Co-Founder & Chief Security Officer)Prior to Egnyte, they spent many years in the design and deployment of large-scale infrastructures for Fortune 100 customers of Valdero and KPMG Consulting.
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