52 applicants

Company

AuditBoard · 11 hours ago

Director, Resale Partnerships (Remote)

United States

Full-time

Remote

Director/Executive

8+ years exp

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Responsibilities

Assist partner and sales leadership in guiding and shaping the AuditBoard reseller growth strategy with resellers, currently limited to our IT Risk and Security Compliance software.

Identify and develop the Ideal Partner Profile specific to the Risk and Compliance Industry, develop target personas, and Addressable and Target Markets.

Achieve quarterly and annual revenue, pipeline, and/or partner acquisition targets.

Build, guide, and shape a solid partner ecosystem that generates a consistent and repeatable funnel of opportunities by recruiting, onboarding, and enabling new and existing partners within the Integrated Risk Management Ecosystem.

Develop a deep understanding of partners’ business strategy and build specific AuditBoard growth initiatives that align with partners’ business strategy.

Collaborate with partners to develop measurable strategic goals and drive partner success against those goals.

Develop an appropriate strategy to build awareness and adoption of the AuditBoard platform across identified Risk and Compliance Partners.

Increase partner-driven sales by creating a territory strategy with Regional Account Executives and Sales Leaders and designing and running activities such as Quarterly Business Reviews (QBRs), joint account mapping, joint pipeline review and forecast, and solution definition and alignment.

Enable the AuditBoard Compliance Sales Executives, and Leaders to Recruit prospective Risk and Compliance Partners.

Plan and execute, in collaboration with Marketing, activities, and events that will generate and influence the business in the region.

Serve as a primary AuditBoard point of contact for the executives at your assigned partner organizations.

Support AuditBoard sales activities webcasts, roadshows, and contract negotiations.

Work effectively across the AuditBoard organization to drive strategic partner initiatives and partner enablement; report results to key internal stakeholders, including Marketing, Sales, Product, and Executive teams.

Qualification

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Sales experienceChannel managementPartner relationship buildingInfosec Compliance knowledgePublic Sector sales experienceNetworking skillsBusiness developmentStrategic thinkingTraining sales leadersStakeholder influenceMatrix environment adaptability

Required

8+ years of sales experience and channel track record of success, working with Resale Partners such as SHI, World Wide Technology, Optiv, and others.

Have a full working knowledge of the buying processes required by resellers, deal economics, and margin calculations.

Ability to drive an internal message of value to the AuditBoard executive team and design a clear strategy.

Experience identifying, building, and maturing relationships with partners in the Security or Risk space.

Ability to communicate to the AuditBoard sales organization and train our sales leaders on the value of resellers.

Ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Familiar with Infosec Compliance channel partners and service providers.

Proven track record as a key stakeholder in building partner programs, ecosystems, and Partner Go-To-Market strategies.

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.