BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
This role will be hybrid either out of our Atlanta office or Boston office.
The Role
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.
What You’ll Do
- 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.
What You’ll Bring
- 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
Nice To Have
- 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
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.
Learn more at www.beyondtrust.com.
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