About the Role
As the Vice President, Partner Sales, you will define the vision, strategy and lead the partner sales organization. You will be responsible for building partner revenue growth, market expansion, and enhancing partner relationships to drive customer adoption in the EMEA theater.
Key Responsibilities:
- Develop and implement a comprehensive partner sales strategy that aligns with the company's business objectives.
- Cultivate and nurture executive relationships with strategic partners (distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.)
- Identify and pursue new partner-initiated opportunities and strategic partnerships to expand market presence.
- Lead, inspire and motivate the partner organization to grow and develop professionally and achieve individual and team goals.
- Oversee the performance of partners, ensuring they meet sales targets and adhere to company standards.
- Foster a collaborative and high-performance culture within the team.
- Forecast partner business and achieve revenue goals.
- Track the partner organizations key performance indicators (KPIs) including growth in partner initiated opportunities, partner attached and partner booked revenue while also monitoring related metrics: partner services, partner programs, managed services, and partner marketing performance.
- Work closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals.
- Coordinate with the direct sales team to ensure a cohesive approach to the market.
Qualifications:
- 15+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, showing progressively greater levels of responsibility..
- 8+ years of experience managing partner directors and managers, who lead the partner account teams.
- Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
- Extensive understanding of the EMEA partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs, along with a solid familiarity with modern enterprise security solutions..
- Proven track record in accurately forecasting partner business and meeting revenue targets.
- Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Zoom, Salesforce).
- Exceptional written and oral communication skills; must be persuasive and excel at presenting.
- Strong sales management and partner operations expertise, with a proven history of meeting strategic goals
- Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results.
- Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
- Ability to cultivate business relationships through networking.
- Willingness to travel (approx 50%+ of the time).
