Description
Partner Development Manager, VAR - EMEA Reading, UK EGNYTE YOUR CAREER. SPARK YOUR PASSION. Egnyte is a place where we spark opportunities for amazing people. We believe that every role has meaning, and every Egnyter should be respected. With 22,000 customers worldwide and growing, you can make an impact by protecting their valuable data. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:Invested RelationshipsFiscal PrudenceCandid Conversations ABOUT EGNYTE Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit .Egnyte is the secure multi-cloud platform SaaS company delivering content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, detect and recover from ransomware threats, and boost employee productivity. In today’s hybrid and remote-first office environments, content is the most exposed data type. Egnyte’s all-in-one platform makes it simple and easy for IT to manage and control a full spectrum of content risks – from accidental data deletion to data exfiltration, to privacy compliance and much more – all while giving business users the tools they need to work faster and smarter, from any cloud, any device, anywhere. That’s why thousands of companies worldwide rely on Egnyte to safeguard their most valuable and sensitive information and fuel their essential business processes. The Partner Development Manager is an experienced channel sales professional responsible for implementing and building and growing indirect and influence sales in their designated region, with the primary goal of sales acceleration through pipeline generation with partners. The PDM will build credibility and trust to drive partner wallet-share in Egnyte. The role involves execution of all aspects of channel management including partner recruitment, enablement, strategic partner planning, on-going partner management, and co-selling into end-customer organizations with resellers and/or influence partners. The PDM will be a primary contact for territory channel partners and will be responsible for managing the overall corporate relationship with those partners. The PDM will also need to build trust, credibility and relevance with reseller and Egnyte sales teams. Therefore, experience in customer sales to coach partners in selling Egnyte technology would be helpful. By extension, driving strategic alignment between our Egnyte direct sales teams and will be a critical success factor. This will require working with Egnyte Sales Managers to develop and evangelize the regional channel plan that accelerates the regions overall sales performance. WHAT YOU’LL DO:
1. Act as overall quarterback for the reseller business within the region – driving a comprehensive territory plan that identifies go-to partners within each territory covering all Egnyte technology specializations, engaging Egnyte specialists as needed to build partner competency.
2. Create a strong partner eco-system in your territory by identifying and onboarding new partners.
3. Develop and grow new and existing Egnyte channel partners to increase pipeline and revenue contribution.
4. Develop, drive, and execute strategic partner sales plans with partner leadership.
5. Build strong relationships across key partner stakeholders to strengthen the partnership.
6. Develop and execute partner marketing campaigns working closely with Partner Marketing to drive incremental revenue.
7. Present Egnyte solutions at partner events
8. Work cross-functionally within Egnyte key stakeholders and build a “one-team” attitude with all extended stakeholders.
9. Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation.
10. Work with extended team to provide multiple touchpoints in partner organizations to scale resources.
11. Hybrid role
YOUR QUALIFICATIONS:
12. Experience working in a partnership role at a vendor
13. Hard working, self-driven and highly motivated individual with great team spirit
14. 10+ years experience building and managing value added partnerships in UK & EMEA with strong existing partner relationships within the defined territory
15. Motivated by driving indirect/influence revenue with a record of quota over-achievement
16. Ability to listen, make recommendations and influence partner executives.
17. A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer
18. Able to identify and develop new partners
19. Customer focused and achievement driven.
20. Ability to recruit, manage, and grow partnerships that deliver value added services in security
21. Strong team builder and highly functional in working in matrix environments
22. Must have experience in a hybrid sales environment of direct and indirect sales
23. Has a metric driven approach and understands what success looks like
24. Demonstrate excellent presentation and written communication skills
25. Must have a level of business maturity, flexibility and the ability to adapt and be comfortable in a fast-paced, quickly changing environment
26. Exceptional relationship and interpersonal skills
27. Bachelor's degree required, with advanced degrees desired
28. Desire to travel is required (approximately 50%)
BENEFITS:
29. Holiday leave
30. Sick leave
31. Family leave (maternity, paternity, shared paternity, and adoption)
32. Private healthcare
33. Life assurance
34. Employee assistance programme
35. Pension plan
36. Phone reimbursement
37. Gym reimbursement