Title: Alliances Director – EMEA Region
Location: Remote from UK, Sweden or Germany
Experience: mid-senior level
Job Function: Channel Sales
Employment Type: Full-Time
Travel: 30 - 50%
Industry: Computer & Network Security
ABOUT THE POSITION:
Keyfactor is looking for a leader to scale our technology ISV and Alliance partner ecosystem in EMEA. The responsibilities will include activating technology ISV and alliance partner relationships in region, aiming for full partner enablement regarding joint value proposition, co-selling and co-marketing Keyfactor solutions. Together with Alliance Partners, you will be starting the integration and joint value proposition process, developing joint co-sell models, creating joint marketing activities, planning events, coordinating trainings, and facilitating the alignment between our respective business models ensuring an enhanced end-customer value. A big emphasis will be put on understanding the complete partner account, their solutions, and their business models. Internally our main task is to enable our business to scale and grow revenue by levering our partner’s market connections and ability to multiply the total number of sales cycles.
While the emphasis for this role will be to drive and develop business through partner management, we believe a key part of being successful here is a genuine interest in our products and our technology. A good technical understanding of IT in general, and IT security, along with an ambition to become the subject matter expert on our products and capabilities will be essential.
You will be working closely with several Keyfactor teams including sales, product, sales engineering, R&D, marketing, finance, customer success, and management, and the ability to create good personal relationships within the company will be essential to your success. We are a growing company that values and relies on the entrepreneurship and the initiative power of our employees. As an Alliance Director at Keyfactor, we believe that these skills are inherit to who you are.
The position can be based out of the UK, Germany or Sweden and can be undertaken remotely if you are based in either of these locations. Applicants must hold a valid right to Work in one of these countries and should be based in the region.
RESPONSIBILITIES
- Develop and execute the strategic joint business plan that will drive all aspects of the partner relationship, including joint value proposition, co-sell and co-market.
- Identify and develop key relationships within each partner account including executive, sales, marketing and product within each partner account.
- Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactor’s accurate positioning within the partner community.
- Work with the Keyfactor Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
- Plan and manage contracts, messaging, product integration, and go to market plans with partner
- Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
- Provide regular communication and transparency to promote the success of the partnership both internal and external
- Lead regular business performance / relationship reviews with senior Keyfactor and partner management
- Update the internal CRM system with activities and information as needed and aligned to senior management expectations
- Maintain a commitment to the company’s values processes and target visions.
SKILLS AND QUALIFICATIONS
- Strong experience in technical sales and partner/channels/alliances/key account management
- Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
- Strong networking skills.
- Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
- Ability to write and execute strategic sales plans.
- Ability to utilize both analytical and creative skills effectively.
- Experience in a rapid-growth company or business unit is preferred.
- A thorough understanding of how sales and prospecting companies and partners evaluating security, software and SaaS Solutions.
- An interest and ability to learn technical concepts within security and cryptography areas with the ability to communicate them at an intermediate level. Experienced in contract negotiations.
