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Cloud Partner Manager at Vectra AI
Seattle, WA, US

The primary responsibility of a Cloud Partner Development Manage (PDM), is to build and grow partnerships that align with Vectra’s Cloud strategy and platform. The role focuses on relationship management and business development to expand and deepen the partnership (ecosystem and sell with/sell through GTM motions) with our large public cloud service provider partners (Azure, AWS, GCP). This position is responsible for increasing Vectra ecosystem and cloud revenue footprint in region/territory/district through identifying, and developing opportunity generating partnership avenues specifically with Azure and AWS.  The role will report directly into WW Business Development leader and be part of the broader channel and alliances group within Vectra. 

Primary Responsibilities: 

  • Relationship Management – Develop strong relationships throughout the partner organization (Management, sales teams, technical teams and marketing) ensuring Vectra’s strong presence within CSPs partner ecosystem 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 Azure, AWS and GCP. To drive business in either Sell Through or Sell with motions with these CSPs with the support of VECTRA sales and channel team
  • Pipeline Growth and Management – Identify, in conjunction with CSP partner, 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 CSP partners – Ensure that partner is able to effectively position and co-sell VECTRA solutions through their marketplace and other GTM avenues. 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 Cloud capabilities.
  • 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 CSP to develop and execute business plan. 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
  • Past experience having work with or at Microsoft Azure and/or AWS Cloud organizations. In-depth knowledge of these partner organizations, processes, business drivers and internal operations
  • Experience in recruiting and building channel partnerships for Cloud Service Providers, Hybrid-Cloud Systems Integrators, Software Sales, Data Center Network and Security Sales, and Public Cloud Providers
  • Strong domain knowledge of Cloud and 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