Director - Strategic Partnerships AMS

Pathlock•Quinte West, ON

17d

About The Position

The Pathlock strategic partnerships director will be responsible for managing the overall relationship of our channel VARs, strategic global system integrators and advisories. This position will be the driving force behind the adoption and growth within our strategic partners that drive Pathlock license and subscription revenue. This is achieved through the management of all facets of the channels and alliance partnerships. The individual will be the expert and advocate with a deep understanding of their key market segments/customers that they serve, services capabilities spanning advisory, deployment and managed services, their sales processes, solutions/IP and overall organizational alignment. The successful partner director can navigate the Pathlock organization across executive leadership, product management, sales, professional services, CSM and operations to develop and execute a collaborative and co-developed business plan and partner growth strategy. Conversely, the individual will develop senior level relationships within the strategic partner organization, working across all sales and delivery functions to establish mutually beneficial relationships. Success will be measured through development of a strategic business plan, marketing/thought-leadership roadmap, joint go-to-market events and campaigns, opportunity sourcing, license revenue growth measured by ARR and tactical/operation execution.

Requirements

7+ years of experience working with channel VARs and large integration partners
Highly proactive in driving initiatives, follow-up and execution
Organized and detailed in documentation and business planning
Experience leading cross-functional teams and managing a partner-centric business
Strong leadership and communication skills, as well as strong teaming and interpersonal skills
Strong critical thinking, organization, program management and execution skills are a must
Exceptional business acuity, technology prowess and strategic analysis skills
Previous consulting, product management, alliances, sales/marketing and/or business analyst experience
Excellent communication, presentation, and demonstrated analytical skills
30% - 50% travel required in the AMS regions

Responsibilities

Oversee all aspects of Partner/Pathlock relationship spanning Sales, Enablement Functions, Product Management, Product Marketing and Partner Marketing
Development and co-management of a comprehensive quarterly and annual business development plan with sponsorship and participation from all stakeholders (internal and external)
Create and maintain a sales and enablement forecast
Increase Partner sales awareness and delivery capability of Pathlock (Direct and Indirect)
Train partner and key delivery resources how best to sell, farm and implement Pathlock solutions
Increase deal registration and sourcing opportunities by providing support and training to sales teams
Work with the sales teams to assist with any special pricing quotes
Effectively coordinate related Partner activities across all major geographies in the AMS regions
Conducts annual and quarterly account planning sessions.
Oversee the deal registration process including but not limited to, special pricing, geo allocation and any other processes associated with deal registration.