About the Role
• As VP Alliance & Channel Ecosystem, you will oversee and lead the global team responsible for managing all partners in the ecosystem.
• This role entails direct accountability for determining team coverage and territory alignment to support strategic objectives, pipeline growth, execution, and achieving practice capacity and quality targets.
• Reporting to the SVP Global Alliances & Channel, you will manage the Leaders of the global ACE regions and indirectly oversee their respective teams.
• Responsible for implementing global/regional sales and marketing strategies; analyzing trends and sharing insights with partners to serve as a ‘trusted advisor’.
• Establish sales objectives through operational rigor and pipeline hygiene activities such as forecasting. Attend to regional weekly and quarterly sales operational requirements.
• Develop strategic business quotas for regions/territories based on stakeholder guidance. Forecast expected sales volume, net new revenue, and profit for existing and new accounts. Close collaboration with local and area sales leadership is critical for success.
• Set and monitor progress of quarterly business objectives that foster strategic engagement with partners.
• Implement global sales initiatives and partner programs adhering to a global structure while adapting to local markets.
• Govern a consulting & implementation partner ecosystem to foster healthy, viable practices that drive high-quality delivery and support in-region customer demand.
• Maintain global indirect management of resources within a leveraged model to achieve results.
• Scale ACE globally to reach through a programmatic approach to ecosystem education and enablement via presentations and partner meetings.
• Establish thought leadership by enhancing professional, industry, and technical knowledge through educational workshops, professional publications, personal networks, and participation in professional societies. Replicate this within our partner ecosystem.
• Engage with CXO level partners across local and global partnerships in-country.
• Identify transformative and incremental business opportunities by engaging partners and evaluating their industry reputation and expertise.
• Utilize resources to coordinate campaign selling and enablement. Lead events to drive awareness, enablement, Partner Investment, and demand.
The ideal candidate should possess a minimum of 10+ years of relevant field sales experience and experience dealing with Global System Integrators, Advisory Firms, Solution, and/or implementation partners at a global level.
• A minimum of 10 years of management experience is required.
• Hands-on experience in partner ecosystem management.
• Proficiency in strategic alternative routes to market and enterprise indirect selling.
• Ability to provide leadership and direction as necessary.
• Capability to work with both direct and indirect reporting lines in highly matrixed environments.
• Demonstrated willingness to dive in and accomplish tasks to achieve team objectives and growth goals.
• Previous experience in both direct sales and partner sales roles.
Requirements
About the Company
A well regarded cyber security start-up specialising in cyber security training and awareness are looking to appoint a VP Global Alliances.