Strategic Partner Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage high-level cybersecurity vendor partnerships, including participants in the Strategic Partner Program.

• Facilitate executive business evaluations, align multi-year roadmaps, and conduct cross-functional strategy discussions.

• Formulate long-term partnership strategies that promote mutual benefits, increased volume, profitability, and solution alignment.

• Propel partner-led and partner-influenced sales strategies across enterprise accounts.

• Develop and oversee revenue forecasts along with visibility into partner contributions.

• Identify revenue opportunities, solution areas, and collaborative investment prospects.

• Ensure partners achieve or surpass annual revenue goals and quarterly benchmarks.

• Generate revenue from the Strategic Partner Marketplace through collaborative Marketplace Solutions and Account Cloud private offers.

• Create co-selling and joint-solution go-to-market strategies with sales and marketing leaders.

• Supervise partner-funded marketing activities, events, enablement, and the utilization of MDF.

• Manage co-branded go-to-market initiatives across sales, marketing, engineering, and delivery teams.

• Direct quarterly business evaluations, milestone monitoring, and program governance.

• Oversee partner scoring metrics and performance dashboards.

• Manage requirements for partner certification and ensure program compliance.

• Negotiate partnership contracts, go-to-market initiatives, investment structures, and co-funded projects.

• Report on partner performance, potential risks, and statuses regarding cure-windows.

• Serve as an internal advocate for partner requirements, influencing solution development, priorities, and customer adoption.

• Handle joint business planning, progress reporting, rebate documentation, booking objectives, quarterly milestones, and downgrade escalation procedures.

⛳️ Requirements

• 7–10+ years of experience in strategic alliances, enterprise partner management, or ecosystem development in cybersecurity, SaaS, or IT.

• Profound understanding of cybersecurity vendor ecosystems, partner economics, and go-to-market strategies.

• Demonstrated ability to lead executive-level interactions and negotiate intricate, multi-party contracts.

• Strong skills in strategic planning, forecasting, and analytical assessments.

• Exceptional communication, presentation, and relationship-building abilities.

• Proficient in Microsoft Office and Salesforce.

• Experience with partner portals is preferred.

• Willingness to travel 25–30%.

🏝️ Benefits

• Bonus opportunities.

• Partner-funded marketing initiatives and events.

• Guidance and utilization of marketing development funds (MDF).

• Collaborative marketing programs and campaign resources.

• Planning sessions and enablement initiatives.

• Eligibility for performance-based rebates.

• Flexible compensation considerations based on experience, skills, training, certifications, geographic location, and market conditions.