Partner Alliance Manager - France
Thycotic, France
Experience
1 Year
Salary
0 - 0
Job Type
Job Shift
Job Category
Traveling
No
Career Level
Telecommute
No
Qualification
As mentioned in job details
Total Vacancies
1 Job
Posted on
Feb 20, 2021
Last Date
Mar 20, 2021
Location(s)
Job Description
Thycotic, a global leader inIT security, is the fastest growing provider of Privileged Access Management solutions that protect an organization’s most valuable assets from cyber-attacks and insider threats.Our mission is to make self-sufficient security champions, by making security tools people love to use that make privilege management achievable for everyone.
The results show:--We haveover 10,000 customers worldwide ranging from mid-sized organizations to Fortune 100 companies and are adding hundreds of new customers every quarter.--We aregrowing at twice the rate of the overall PAM market (50% vs 25%).--We are amongInc. 5000 Fastest Growing Companies six years in a row.
Position Summary
The Partner Alliances Manager is a channel professional and a key figure in our regional team. This role is accountable and responsible to take the regionally defined named partner strategy, build partner tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities.
This role is instrumental to the success of a region. It translates the regional sales strategy utilizing Key Partners to sell more often and higher within Thycotic generated opportunities, influence opportunity outcomes positively in collaboration with the sales team as well as create incremental, channel generated revenue via a set of Key Partners.
Partnerships build and developed in this position relate predominantly to Global System Integrators, large regional System Integrators, strategic Security Boutique Partners and Telcos, utilizing both a resale and MSP approach.
The candidate will be located in Paris, working from home with an expectation of up to 60% of travel within the region. The role will be reporting to the Senior Manager, Channel and Distribution (EMEA).Key Responsibilities
The results show:--We haveover 10,000 customers worldwide ranging from mid-sized organizations to Fortune 100 companies and are adding hundreds of new customers every quarter.--We aregrowing at twice the rate of the overall PAM market (50% vs 25%).--We are amongInc. 5000 Fastest Growing Companies six years in a row.
Position Summary
The Partner Alliances Manager is a channel professional and a key figure in our regional team. This role is accountable and responsible to take the regionally defined named partner strategy, build partner tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities.
This role is instrumental to the success of a region. It translates the regional sales strategy utilizing Key Partners to sell more often and higher within Thycotic generated opportunities, influence opportunity outcomes positively in collaboration with the sales team as well as create incremental, channel generated revenue via a set of Key Partners.
Partnerships build and developed in this position relate predominantly to Global System Integrators, large regional System Integrators, strategic Security Boutique Partners and Telcos, utilizing both a resale and MSP approach.
The candidate will be located in Paris, working from home with an expectation of up to 60% of travel within the region. The role will be reporting to the Senior Manager, Channel and Distribution (EMEA).Key Responsibilities
- Build, develop and manage a Key partner base to reach specific channel generated revenue targets as well as overall revenue targets within assigned partner accounts
- Take full ownership of Key partners, building relationships within the account that span various departments, from C-Level to sales floor. Involve the various Thycotic counterparts to strengthen relationships
- Translate regional objectives and strategies into KPIs and a detailed plan that supports both regional and partner specific goals, taking executive ownership
- Create and own GAP plans for region / for each Key Partner if required
- Drive revenue generation and closure with the partner ecosystem. Be in full pipeline control, collaborate closely with regional sales teams to win
- Support partner at end user meetings, either alone or in collaboration with sellers
- Own complete partnership journey, from recruitment, on-boarding, business planning through to an active and committed partnership with regular enablement
- Serve as the partnership and MSP advocate inside Thycotic; evangelize partners and the opportunities they present by injecting partner DNA into Thycotic sales
- Develop an intimate knowledge of the ins and outs of the Thycotic MSP Go-To-Market strategy as well as partner program. Utilize this to build repeat business and create tailored value propositions when engaging with partners
- Represent both the voice of the Key partners to Thycotic and the voice of Thycotic to Key partners as required to resolve issues and attain revenue
- Collaborate with Thycotic` s marketing team to create quarterly activity plan for demand generation via Key Partnerships and assume responsibility for execution of agreed activities
- Keep Salesforce.com up to date with accurate and regular opportunity updates, Alliance business planning information and meeting notes
- A business leader who can influence and build strong relationships with decision makers across all levels of partner and prospect organizations. Comfortable at C-Level as much as enjoying hands-on sales conversations with sellers and prospects
- 3+ years of experience in developing Strategic Alliance relationships. Existing relationships with GSIs, large SIs and Advisory partners is key
- Proven experience of business development via partnerships, successfully implementing channel/field alliances strategy to drive increased sales
- Successful track record in meeting and exceeding business development and partner growth goals as well as increasing opportunity value in collaboration with partners
- Proven experience in building a strategic partnership network in region
- Strong time management skills in dynamic and fast paced sales environment
- Excellent communication skills: written and spoken
- Excellent English and French language skills: written and spoken
- Strong organizational and plannin
Job Specification
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