The Partner Alliance Director will be responsible for developing and growing the partner and channel ecosystem for NSFOCUS across North America. Location not important, heavy traveling required.
Goals:
Drive pipeline and sales revenue via:
- BD Partners
Integrations are leveraged into BD Partners Channels. Field teams find opportunities and we drive them thru ecosystem of partner VARS & SIs
- VARS
Security VARS that sell multiple reactive solutions (Software/Services) or are BD Partner Shops
- SIs
Long term partners that present the opportunity for 8 figure deals.
Responsibilities:
- Perform all aspects of partner development, including: identification of partner segments, relationship definition, technical implementation requirements, launch activities, partner competency requirements and certification (when applicable), and program costs.
- Create, document, optimize and refine processes to allow partner program to scale
- Resolve challenges in a timely fashion between partners and internal/external clients in ways that maintain positive relationships.
- Resolve issues regarding program policy interpretation and compliance to requirements, defining and implementing corrective actions, and escalating issues to senior management as needed.
- Work internally to train sales teams on how to engage with their partners
- Coordinate product and technical training of each partner ensuring that they are sufficiently trained
- Participate in Sales team meetings as necessary to ensure clear, consistent communication of partner-specific processes.
- Liaise with Directors, Principals, IFRs, CSEs, Marketing and Product as required to provide necessary resources to maximize each partner opportunity.
Skills/Experience:
- Knowledge of the Security Channel, VAR and SI partner eco-system
- 5 years work experience
- Success in over-achieving pipeline and sales-won targets for opportunities sourced from alliances/partners
- Proven ability to build relationships and manage expectations
- Excellent written, verbal and communication skills
- Proven ability at effectively making formal and informal presentations to all levels of management
- Excellent planning and time management skills
- Ability to travel across North America extensively
- Proactive and service oriented
- Self-motivated and able to retain enthusiasm and stay focused
Please send a cover letter and resume to careers@nsfocusglobal.com with the subject “Alliance Director, North America”.
NSFOCUS is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.