VP, Partner Ecosystems

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

📋 Description

• Develop and take charge of the comprehensive partner ecosystem strategy for resellers, distributors, technology/ISV alliances, MSSPs, and cloud marketplaces.

• Create and enhance partner tiering strategies and implement them effectively within the partner program.

• Manage ecosystem revenue objectives and drive partner-influenced as well as partner-originated bookings, expansion, and retention efforts.

• Recruit, lead, and nurture a team of partner/alliance managers; establish goals, provide performance coaching, and create a scalable organizational framework.

• Spearhead the execution of go-to-market alliances that enhance BeyondTrust's platform value and broaden its market presence.

• Collaborate with Sales, Marketing, Product, and Customer Success teams to integrate partner initiatives into pipeline generation, product launches, and renewals.

• Conduct executive and quarterly business reviews with key partners and coordinate with Sales on opportunity management.

• Ensure that partners receive training, certification, and the necessary tools and content to effectively sell and support BeyondTrust solutions.

• Establish and monitor key performance indicators such as partner-sourced revenue, GRR/NRR, and partner activation; report outcomes to executive leadership.

• Represent BeyondTrust at partner and industry events, serving as the executive sponsor for strategic partner relationships.

⛳️ Requirements

• Over 10 years of experience in partnerships, channel sales, or alliances, with at least 5 years in a senior leadership role, preferably within the cybersecurity or enterprise SaaS sectors.

• Demonstrated success in building and scaling partner ecosystems that achieve measurable, sourced/co-sold revenue growth.

• Experience in negotiating and structuring partner agreements, incentive programs, and tiered partner models.

• Strong leadership skills in managing, developing, and hiring a distributed partnerships/alliances team.

• Comprehensive understanding of channel go-to-market models, including VAR, VAD, MSSP, technology alliances, and cloud marketplaces.

• Exceptional executive-level communication and relationship-building capabilities, with experience in presenting to C-level partners and internal stakeholders.

• Proficient in CRM and partner-management tools (Salesforce, PRM platforms) and adept at data-driven forecasting.

• Readiness and ability to travel domestically and internationally to support partner and industry engagements.

• Background in privileged access management, identity security, or the broader cybersecurity markets (preferred).

• Previous experience in launching a partner program or ecosystem function from inception (preferred).

• Familiarity with cloud marketplace partnerships, including AWS, Azure, or GCP Marketplace (preferred).

• MBA or equivalent advanced business experience (preferred).

🏝️ Benefits

• A culture of flexibility, trust, and continuous learning.

• Opportunities for career advancement and recognition for your contributions.

• A workplace culture that emphasizes diversity and inclusion.