Partner Development Manager - Southeast

Egnyte•Remote, United States

9d•Remote

About The Position

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. Therefore, experience in customer sales to coach partners in selling Egnyte technology would be helpful. By extension, driving strategic alignment between our Egnyte direct sales teams and will be a critical success factor. This will require working with Egnyte Sales Managers to develop and evangelize the regional channel plan that accelerates the regions overall sales performance.

Requirements

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 relationships and interpersonal skills
Bachelor's degree required, with advanced degrees desired

Nice To Haves

advanced degrees desired

Responsibilities

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.

Benefits

Competitive salaries and comprehensive benefits
Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance
Paid holidays and sick time
401(k) with company match
Health Savings Account (HSA) with a generous employer contribution and Flexible Spending Account (FSA) options
Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family
Modern and collaborative offices located in Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
Gym, cell phone, and internet reimbursement
Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP)
Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
Your own Egnyte account with lifetime access
HealthJoy – a benefits navigation app that lets you access your benefits and get answers to your questions all in one place
One Medical virtual care, providing you with healthcare access across the country