VP, Partner Ecosystems
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Job Description
VP leading BeyondTrust’s reseller, alliance, MSSP, and cloud marketplace ecosystem. Driving partner-sourced revenue and scalable growth for a global identity security leader.
Responsibilities:
- Define and own execution of the overall partner ecosystem strategy for resellers, distributors, technology/ISV alliances, MSSPs, and cloud marketplaces
- Build and evolve partner tiering focus and execution against the partner program
- Own ecosystem revenue targets and drive partner-influenced and partner-originated bookings, expansion, and retention
- Hire, lead, and develop a team of partner/alliance managers; set goals, coach performance, and build a scalable organizational structure
- Drive field execution of go-to-market alliances that extend BeyondTrust's platform value and market reach
- Partner with Sales, Marketing, Product, and Customer Success to embed partner motion into pipeline generation, launches, and renewals
- Run executive and quarterly business reviews with top partners and align with Sales on opportunity management
- Ensure partners are trained, certified, and equipped with tools and content to sell and support BeyondTrust solutions
- Define and track KPIs such as partner-sourced revenue, GRR/NRR, and partner activation; report results to executive leadership
- Represent BeyondTrust at partner and industry events and serve as executive sponsor for strategic partner relationships
Requirements:
- 10+ years of experience in partnerships, channel sales, or alliances, including 5+ years in a senior leadership role, ideally in cybersecurity or enterprise SaaS
- Proven track record building and scaling partner ecosystems that deliver measurable, sourced/co-sold revenue growth
- Experience negotiating and structuring partner agreements, incentive programs, and tiered partner models
- Strong people-leadership experience: hiring, developing, and managing a distributed partnerships/alliances team
- Deep understanding of channel go-to-market models (VAR, VAD, MSSP, technology alliances, cloud marketplaces)
- Executive-level communication and relationship-building skills, with experience presenting to C-level partners and internal leadership
- Fluency with CRM and partner-management tooling (Salesforce, PRM platforms) and data-driven forecasting
- Willingness and ability to travel domestically/internationally to support partner and industry engagements
- Experience in privileged access management, identity security, or broader cybersecurity markets (nice to have)
- Prior experience launching a partner program or ecosystem function from the ground up (nice to have)
- Experience with cloud marketplace partnerships, including AWS, Azure, or GCP Marketplace (nice to have)
- MBA or equivalent advanced business experience (nice to have)
Benefits:
- Flexibility, trust, and continual learning culture
- Opportunities for growth and recognition for impact
- Diversity and inclusion-focused workplace culture
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