Recruit Partners:

• Engage partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with HCL Software’s to build mutually beneficial account plans.
• Align with senior management both technical and sales to ensure a higher degree of success with the Partner to minimize disengagement.
• Recruits dozens of new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell HCL Software products and services.
• Identifies, engages, onboards, and qualify complex partners with new security solutions to expand their Partner business. Qualifying the wrong partners to go to market with can result in a significant loss of productivity and wasted time.
• Uses a variety of strategies to convey the value of partnering with HCL Software over competitors. Combat competition throughout the selling and account management lifecycle.
• Sells account vision to decision makers and complex partners by aligning overall HCL Software value proposition and value propositions of products, channels, or solutions to the partner’s business goals.
• Identifies market opportunities based on security gaps in the Partner’s solution portfolio and share emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to technical security architects and solution specialists for assistance as appropriate.
• Ensure our solutions are incorporated into the Partner’s reference architecture and not just a catalog item in their portfolio of solutions.

Partner Engagement – Solutioning and Selling:

• Develops and executes strategic partner business priorities for all recruited partners for sales and technical enablement, account targeting, GTM readiness.
• Ability to drive business opportunities from the partner installed base from Net New markets and Existing markets.
• Ability to expand and enhance the partners area of influence in the territory.
• Design and execute Marketing plan for partner and engage in co-marketing events.
• Contribute to partner’s enablement program design and execution.
• Communicate the benefits of training, tailors training recommendations to partners on relevant topics, and describes financial benefits associated with the training to assist with partner readiness.
• Set goals with Partners, assist with funding and account planning. Assist Partner with co-selling on their first few deals to get the partner in a transacting and eventually in a self-sufficient state.
• Connect technical teams to help partner build solutions or services that incorporate HCl Software’s security solutions.

Partner Engagement - Measuring Success

• Strong in understanding reports and build this into a rhythm with Partners to measure success and pivot where needed if goals are not being met.
• Set goals with Partners, assist with funding and account planning. Assist Partner with co-selling to get the partner to a higher degree of solution maturity.
• Regularly review Pipeline performance and adjust strategies and activities accordingly.

Skills:

• 15+ years of overall experience and at least 10+ years of experience with a Business Partner Sales / Channel Operations. Additional direct sales experience in a role selling with MSP and Solution partners is desired.
• Demonstrated ability to work in a fast-paced environment juggling multiple partner recruit and development activities.
• Experience engaging and influencing senior Business Partner Executives in developing joint go to market initiatives.
• Demonstrated ability in driving partner engagement from the field level up through management layers and from the top down.
• Experience working with partners field sellers through account management, territory management.
• Demonstrated ability recruiting Partners or new business development activities and managing multiple initiatives at any given time.
• Ability to drive teaming between HCL sales teams and Business Partner sales teams on a broad level and on large deals, as needed. Strong familiarity with decision-making processes in enterprise customers to help strategy development on large deals is preferred.
• Understanding of Partner financial models and partner incentive models.
• Self-starter, highly responsible, deadline-oriented, and independent, comfortable with ambiguity and working with higher management and cross functional teams.
• Exceptional written, verbal and listening skills required.
• Able to provide coaching & mentorship to internal teams on best practices in working with business partners.
• Experience solving partner and client issues, resolving channel conflict issues, investigating solutions, and coordinating responses.


Travel: 75% Remote. Up to 25% travel across assigned regions.

Experience:

• Individuals with experience working with enterprise security solutions partners is a must as recruiting partners within your network will be important to help build a recruitment pipeline.
• 10+ Years of Professional work experience with 5+ years selling enterprise security software solutions.
• Experience working within the Partner channel ecosystem with ISVs like Snyk, Veracode, Fortify, Checkmarx, Ivanti, Tanium, Automox, Manage Engine, Veracode, Synopsys, Microsoft (System Center).
• Keyword Search: Application Security Testing, Software Composition Analysis, Endpoint management, endpoint security,