Responsibilities
- Develop and own a joint business plan for each anchor partner, including value proposition, target segments, routes to market (co-sell, embed, managed-service attach), and a measurable growth path, maintained through regular QBRs with partners and internal teams.
- Prioritize and sequence investments across the partner portfolio, focusing on highest-return partnerships and qualifying potential partners before resource allocation.
- Meet and exceed new and expansion ARR targets across the partner portfolio, with accurate forecasting and a clear quarterly path.
- Use partner and pipeline data to demonstrate unit economics of each relationship to leadership on both sides and reduce friction in joint selling.
- Build and drive partner enablement, train and certify partner sellers and SEs, provide joint solution messaging and tools, and ensure partners can independently position and sell the product.
- Collaborate with marketing to create demand-generation programs and assets that partners can use in the market.
- Establish executive sponsorship and seller-level mindshare across each partner, elevating the product from a line item to a strategic component of their security and mobility portfolio.
- Align closely with regional field sales and broader alliances team to ensure partner-led and direct motions complement each other.
- Integrate the product into partner offerings and plays where firmware-resilience and Secure Access portfolio create the most differentiated value.
- Protect the security and privacy of the company and its customers.
- Perform other duties as assigned by management.
Other
- Willingness to travel across the US and Canada as needed.
- The successful candidate can work remotely across the US, but a New York or New Jersey location is preferred.
