Strategic Partner Executive

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

📋 Description

• Take ownership and drive the relationship between Horizon3 and World Wide Technology (WWT).

• Create and sustain a detailed multi-year joint business strategy alongside WWT.

• Set mutual goals concerning revenue, pipeline, customer acquisition, service adoption, enablement, and strategic account engagement.

• Identify key WWT practices, geographical areas, industry sectors, customer demographics, and solution strategies.

• Conduct executive business reviews and communicate progress, risks, competitive trends, and investment requirements.

• Foster trusted relationships with WWT executives and leaders across various departments, including sales, security, technical architecture, services, marketing, procurement, and strategic partnerships.

• Facilitate executive-level engagement and advocacy for NodeZero.

• Generate pipeline sourced and influenced by WWT.

• Coordinate joint account mapping and whitespace assessments.

• Identify, assess, and promote strategic opportunities alongside Account Executives and Sales Engineers.

• Formulate repeatable co-selling methodologies and enhance adoption of NodeZero.

• Support wider deployments, ongoing programs, and strategic client relationships.

• Uphold discipline in pipeline management, forecasting, deal registration, and opportunity management.

• Integrate NodeZero into WWT's cybersecurity, exposure management, security validation, and managed services offerings.

• Develop WWT services, packaged solutions, repeatable delivery mechanisms, and joint value propositions centered around NodeZero.

• Lead enablement efforts for sellers, technical staff, services, and leadership through training sessions, workshops, showcases, events, and opportunity evaluations.

• Assess and enhance enablement effectiveness using metrics such as engagement, opportunities, pipeline, win rates, service attachments, and revenue.

• Collaborate with Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal teams.

• Establish operational rhythms, decision-making rights, escalation procedures, and communication protocols.

• Eliminate internal and partner-related obstacles that could hinder opportunities, enablement, contracting, implementation, or customer satisfaction.

• Advise on and manage partner investments including MDF, events, enablement, technical resources, and executive engagements.

• Define and track KPIs such as pipeline, bookings, win rate, active sellers, trained resources, service adoption, expansion, and recurring revenue.

• Provide executive-level reports on performance, risks, competitive movements, and necessary actions.

• Keep tabs on competitor activities and provide market and partner insights to Horizon3 leadership.

• Distinguish NodeZero through proof of value, customer results, technical credibility, and partner financials.

• Travel up to 50% for WWT executive meetings, field engagements, customer opportunities, partner events, and conferences.

⛳️ Requirements

• Over 10 years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development.

• Proven success in managing and expanding a complex relationship with a significant technology reseller, systems integrator, distributor, MSSP, or MSP.

• Direct experience with WWT is highly preferred; comparable experience with a large, matrixed strategic partner is essential.

• A demonstrated history of creating joint business plans and generating measurable partner-sourced or partner-influenced revenue.

• Extensive knowledge of enterprise cybersecurity, SaaS, cloud technologies, security services, and solution-selling strategies.

• Strong understanding of how large channel partners are structured and operate across sales, technical, services, marketing, procurement, and executive roles.

• Experience in developing partner-led services, solution bundles, or repeatable go-to-market strategies.

• Proven ability to engage and influence senior executives while executing strategies at the field level.

• Strong commercial acumen and experience managing complex negotiations and investments with multiple stakeholders.

• Exceptional skills in pipeline management, forecasting, business planning, and executive reporting.

• Excellent abilities in presentation, communication, facilitation, and relationship building.

• Experience utilizing Salesforce and associated partner, pipeline, and reporting systems.

• Willingness and ability to travel up to 50%.

• Candidates should be based in or able to effectively support WWT’s priority markets and stakeholder communities.

• Legally authorized to work in the United States.

• Must disclose if employment visa sponsorship is necessary.

🏝️ Benefits

• Equity package in the form of stock options.

• Health benefits.

• Vision insurance.

• Dental insurance.

• Flexible vacation policy.

• Generous parental leave.

• Remote and hybrid work options depending on role and location.

• Opportunities for growth.

• Inclusive work environment.

• Innovative company culture.