Alliances Manager, Resale
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Job Description
Alliances Manager at Optro managing reseller partnerships and sales workflows. Driving revenue and partner acquisition targets collaborating with sales teams and partners in a fast-paced SaaS environment.
Responsibilities:
- Manage all resale workflows including pass-through transactions, partner sourced (deal registered), deals where we bring partners into the transaction, etc.
- Act as SME for our sales team on how to communicate and work with resale partners on transactions.
- Drive momentum and achieve quarterly and annual revenue, pipeline, and/or partner acquisition targets through enabling current partners in partnership with our Alliance SEs and Partner Sales Managers.
- Create Joint business plans with partners and aggressively execute against mutual goals.
- Develop a deep understanding of partners’ business strategy and build specific Optro growth initiatives that align with partners’ business strategy.
- Where appropriate, coordinate efforts between our Partner Services leader and our Value Add Resellers to build service offerings around the Optro software software.
- Orchestrate marketing and demand generation events with partners and our Partner Marketing team.
- Serve as a primary Optro point of contact for the executives at your assigned partner organizations.
- Support Optro sales activities webcasts, roadshows, and contract negotiations.
Requirements:
- 3-5 years of sales experience and channel track record of success, working with Resale Partners such as Guidepoint, Optiv, SHI, CDW, and Carahsoft. Preference given to individuals with Cybersecurity VAR or GRC VAR experience.
- Experience in State, Local, Education (SLED) sales and how to best utilize partners to drive clean and efficient deals for Optro.
- Experience in InfoSec, positioning to CISOs, or other relevant GRC or third-party risk technologies is helpful.
- Have a full working knowledge of the buying processes required by resellers, deal economics, and margin calculations.
- SaaS experience is a must vs solely working with resellers in a hardware or on-premise deployment capacity.
- Must be able to communicate with Optro sales leaders effectively and show urgency in helping deals progress in their pipeline when your partners are involved.
- Strong networking, business development, and influencing skills that translate into building commitment and driving actions across organizational boundaries.
- Experienced at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.
- Effective in a matrix environment, comfortable with environments lacking full definition, and willing to take calculated risks.
Benefits:
- Launch a career at one of the fastest-growing SaaS companies in North America!
- Live your best life (LYBL)! $200/mo for anything that enhances your life
- Comprehensive employee health coverage (all locations)
- 401K with match (US) or pension with match (UK)
- Competitive compensation & bonus program
- Flexible Vacation (US exempt & CA) or 25 days (UK)
- Time off for your birthday & volunteering
- Employee resource groups
- Opportunities for team and company-wide get-togethers!
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