Senior Manager, NAM Partnerships

This is a fully remote position, open to applicants in Illinois, +3 more states.

📋 Description

• Oversee the go-to-market initiatives for the Kyndryl Americas division.

• Create and enhance GTM efforts across Strategic, Majors, and Enterprise sectors.

• Collaborate with regional core and specialist sales teams alongside Kyndryl partners to advance joint sales strategies.

• Propel new business development, increase market share, secure bookings, and attract new customers.

• Partner with internal and external teams on GTM sales, marketing, and enablement strategies.

• Develop and present partner strategies and assist in partner business evaluations.

• Co-create the Americas business strategy with the local Kyndryl team and NAM GSI RVP.

• Establish relationship timing and direct partner-peering activities.

• Facilitate shared pipeline efforts and offer weekly tactical support for pipeline growth, order management, and purchase order submissions in Salesforce.

• Educate the North America Kyndryl team on the value proposition of Palo Alto Networks’ enterprise security platform.

• Cultivate relationships with Kyndryl and Palo Alto Networks regional leaders across training, enablement, marketing, sales, and support.

• Handle inbound and make outbound calls.

• Conduct weekly onsite visits to regional Kyndryl teams to uncover sales opportunities, expand the pipeline, and foster relationships.

• Execute local business strategies with collaborative country leadership across Sales, SE, Marketing, and Channel.

• Ensure relevant Kyndryl stakeholders are involved in the business plan approval process.

• Develop and conduct Quarterly Business Reviews with stakeholders from both organizations.

• Communicate Kyndryl development requirements to internal teams and translate those needs into actionable solutions.

• Generate leads and introduce Palo Alto Networks to Accenture clients and prospects.

• Balance immediate initiatives with long-term development goals.

• Assist with tactical deal-level pricing strategies and take advantage of investment and enablement resources.

⛳️ Requirements

• A degree in business or a related field.

• At least 10 years of sales experience in a technology-focused environment, particularly in services.

• A minimum of 5 years in indirect sales roles.

• Demonstrated partner management experience with System Integrators and/or tier-one Value Added Partners across various countries.

• Proven history of service creation.

• Preferred experience in Kyndryl partner management.

• Cybersecurity experience is preferred, but not mandatory.

• Established abilities in sales campaign management, ideally across multiple Routes-To-Market (e.g., MSSP, Resale, Influence).

• Experience in employing and implementing structured sales methodologies throughout the sales cycle.

• Strong grasp of GSI GTM models.

• Knowledge of Gross Margin and Margin Blend, with the capability to engage in conversations with CxOs.

• Proven track record in campaign execution.

• Proficient in using sales skills such as listening, questioning, qualifying, securing commitment, negotiating, summarizing, and closing.

• Demonstrated success in meeting ambitious targets.

• Ability to showcase leadership qualities and work well in a team environment.

• Excellent verbal and written communication skills.

• Strong presentation abilities with the capacity to influence senior partner stakeholders.

• Commercially aware, capable of promoting and selling company products based on business advantages and product features.

• Reliable transportation for business meetings and events.

• A valid driver’s license is required if driving for company purposes.

• Candidates must not require immigration sponsorship; the company will not support work visa applications.

🏝️ Benefits

• Restricted stock units.

• Bonus opportunities.

• Employee benefits (details available via benefits link).

• Reasonable accommodations for qualified individuals with disabilities or special needs.

• Commitment to equal employment opportunity and diversity.