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Partner Development Manager at Vectra Networks
San Jose, CA, US

Role Summary:

The PDM is a business development role that aligns to a profile of partners (MSPs, SIs and/or ISV) and is accountable for driving the account development and management of a set portfolio of partners. This position is responsible for increasing revenue in region/territory/district through identifying, recruiting and developing opportunity generating partnerships specifically with Managed Security Service Providers (MSSP’s).  The role will report directly into WW Business Development leader and work closely with the EMEA direct and channel sales team. 

Primary Responsibilities: 

  • Relationship Management – Develop strong relationships throughout the partner organization (Management, sales teams, technical teams and marketing) ensuring partner compliance with the VECTRA’s MSSP Partner Program and fostering a well-developed relationship between VECTRA/partner sales and technical teams.
  • To drive business through identifying, recruiting and developing opportunity generating partnerships specifically with Managed Security Service Providers (MSSP’s). To drive business in either Sell Through or Sell to motions to these MSSPs with the support of VECTRA EMEA sales team
  • Pipeline Growth and Management – Identify, in conjunction with partners, new sales opportunities. Ensure partners, VECTRA sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecast bookings and tracking to required bookings goals
  • Sales Training and enablement for MSSP partners – Ensure that partner is able to effectively position and sell VECTRA solutions. Work with the VECTRA sales/SE team to drive partner sales training opportunities; ensuring partners have the tools to identify opportunities, sell VECTRA solutions, and fully understand VECTRA’s MSSP Partner program.
  • Account Mapping – Drive regular cadence of account mapping sessions with partners and the VECTRA sales team focused on driving net-new accounts and new opportunities in existing accounts.
  • Business Planning – Work with partners to develop and execute a strategic business plan focused on driving new accounts, new opportunities, sales and technical competency and incremental bookings growth. Collaborate with counterparts at MSSPs to develop and execute business plans for our national strategic partners in territory where appropriate. The partner business plans are the basis for QBRs and need to be updated quarterly.
  • Marketing & Demand Generation – Work closely with Vectra marketing team to drive demand generation activities that generate the highest possible ROI.

Knowledge, Skills and Abilities: 

  • Proven track record in business development, partnership/alliance and relationship management roles in technology industry preferably with networking and security companies
  • Previous experience having worked with/for some of the large MSPs/SI’s/ISVs organizations in EMEA. In-depth knowledge of these partner organizations, processes, business drivers and internal operations
  • Strong domain knowledge of Enterprise Networks and/or Security
  • Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through
  • Experience with technology platforms and solutions with a reasonable level of technical proficiency
  • Strong experience working with virtual teams across functions and geographies 
  • Inclusive and collaborative  – driving teamwork and cross-team alignment 
  • Strong presentation skills and ability to articulate complex technology simply
  • Well-developed business acumen and understanding of business strategy
  • Excellent conflict management skills, with the ability to be fair & firm.
  • May require upto 60% travel (primarily in Europe)

Qualifications:

  • MBA preferred
  • 7-10 years experience in Business Development role in Enterprise tech HW or SW firm