Full-Time

SVP – Partner Ecosystems

Posted on 8/22/2024

BeyondTrust

BeyondTrust

501-1,000 employees

Cybersecurity solutions for IT protection

Cybersecurity

Senior

Remote in USA

Category
Strategy Development
Business Development
Business & Strategy
Required Skills
Salesforce
Requirements
  • 5+ years leading a global multi-channel indirect sales organization (scale of $300M+)
  • Experience leading VP/Directors of sales/channel and with proven multi-level sales management experience
  • A strong track record of building multi channel teams to exceed targets in the cybersecurity industry
  • Excellent leadership skills with the ability to motivate and drive a multi channel team towards achieving exceptional results
  • Proven track record in recruiting, developing and retaining top talent
  • History of refining sales methodologies to indirect channel partners
  • Recruiting/onboarding of new channel/alliance partners & optimizing performance of existing channel/alliance partners.
  • Deep understanding of the cybersecurity landscape with a focus on understanding how to leverage technology differentiators
  • Exceptional communication and negotiation skills, with the ability to engage and influence stakeholders at all levels
  • Analytical mindset, able to both see opportunity in the sales cycle but also gaps in the business plan
  • A demonstrated personal history of winning competitive acquisitions
  • Tech-savvy, with a passion for new technologies and up to date awareness of cyber security trends
  • Demonstrated ability to collaborate and build win-win partnerships within an organization
  • Willingness to travel internationally and adapt to different cultures and business practices
  • Strong established relationships within the cyber security industry
  • Highly organized and able to prioritize shifting responsibilities effectively
  • At ease working in a high-pressure environment to deliver results
  • Excellent knowledge of Salesforce and modern SaaS sales tools such as Gong, Clari, SalesLoft & Outreach
  • Bachelor’s degree in Business, Marketing, or a related field
  • Selling SaaS software in the security or IT infrastructure
Responsibilities
  • Develop and execute a comprehensive Global Channel strategy to achieve and exceed revenue targets in designated territories
  • Manage programs to maximize growth of partner originated and influenced revenue from across all channel partners
  • Enhance playbook/processes to effectively recruit, grow & scale value-added partnerships globally with a focus on partners that can manager on-prem/perpetual sales as well as cloud/subscription sales
  • Implement and refine sales automation tools and operational processes to increase efficiency and effectiveness of sales force
  • Develop partner capabilities and knowledge on products and features
  • Develop key sales metrics (overall bookings, ratio of bookings to sales cost, etc.)
  • Lead, develop and expand a high-performing Global multi channel team, fostering a culture of success, accountability, and continuous improvement that delivers exceptional results and achieves revenue goals in all markets
  • Establish strong relationships with key stakeholders, including partners, distributors, and customers, to enhance market penetration and customer satisfaction
  • Collaborate closely with cross-functional teams, including sales, legal, sales operations, enablement, marketing, product, and customer success, to align strategies that drive growth and meet customer needs
  • Provide accurate monthly and quarterly sales forecasts
  • Identify and recommend business process improvements
  • Understand how this function and team integrates into and impacts the rest of the organization and leverage resources and relationships to help enable success.

BeyondTrust provides cybersecurity solutions designed to protect organizations from both internal and external threats. Their main products include Privileged Access Management (PAM), which helps control and monitor access to critical systems, and Vulnerability Management, which identifies and addresses security weaknesses in IT infrastructure. They also offer Endpoint Protection to secure devices like laptops and mobile phones against cyber threats. BeyondTrust differentiates itself from competitors by serving a wide range of clients, including large enterprises, government agencies, and small to medium-sized businesses across various industries such as finance, healthcare, retail, and technology. The company's goal is to ensure comprehensive security for IT environments, helping organizations effectively manage their cybersecurity risks through software sales, subscription services, and professional support.

Company Stage

Acquired

Total Funding

$11.8M

Headquarters

Johns Creek, Georgia

Founded

1985

Simplify Jobs

Simplify's Take

What believers are saying

  • Expansion into new European cloud region enhances data residency compliance.
  • Acquisition of Entitle strengthens BeyondTrust's privilege management offerings.
  • Recognition as a 2024 Tech Innovator boosts reputation and potential partnerships.

What critics are saying

  • Rapid cloud region expansion may lead to compliance challenges.
  • Integration of Entitle could disrupt service delivery if not managed well.
  • High Microsoft vulnerabilities increase pressure to update BeyondTrust's solutions.

What makes BeyondTrust unique

  • BeyondTrust's identity-centric approach secures privileges and access effectively.
  • Recognized as a leader in 2024 Gartner Magic Quadrant for Privileged Access Management.
  • Offers comprehensive solutions including Privileged Access Management and Vulnerability Management.

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