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Company

Optiv · 1 day ago

Sr. Director, Partner Programs, Strategy & Operations

Leawood, KS

Full-time

Remote

Director/Executive

15+ years exp

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Hiring Manager

Sherrie Morgan, CDR

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Responsibilities

Design a new partner program to drive focus on select partners with structured MOU/Big Bets. Will be measured by rebate capture for focus partners

Develop Low/No Cost model for transacting long tail partners. Maximizing profitability

Manage a structured business planning and PMO organization for the partners org

Lead partner operations team to drive efficiency and best in class partner experience

Lead with trust, transparency and accountability. Ensure an inclusive and collaborative environment

Build and Maintain relationships with partner Channel Account Manager(s), Channel Executives, Sales Executives, etc.

Formalize Quarterly Business Reviews to review progress and build plans for growth

Collaborate strategically across Optiv’s leadership. Marketing, Sales, Services, Solutions, etc

Negotiate rebate program/structure with partners, track quarterly progress and communicate to Operations and Executives

Understanding Partner product differentiators to help identify training gaps and enable them to prepare & deliver training and analyze effectiveness

Manage partner certification requirements

Collaborate with Revenue Operations on tools development for partner portals and demand gen tools. Coordinate OMS for partner view

Remain informed on industry trends, new product introductions and technology, using it to continuously improve knowledge and performance

This role will manage a team of partner operations and program management employees and contractors. Will understand how to build and lead offshore teams

Cross functional partner and communicator to Optiv’s salesforce on all partner programs

Qualification

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Cybersecurity experienceSales leadershipChannel managementBusiness developmentStrategic sales plansCRM experiencePartner program designEnablementOperational efficiencyTeam managementCross-functional collaboration

Required

15+ years of experience in the cybersecurity, technology, software, services or Information Security market in a Sales, Channel, and/or Business Development leadership capacity, with 6+ years of experience running national teams

Proven track record and multi-year experience of managing large, complex, global, sales-oriented relationships of $200M/year or greater

Proven track record and multi-year experience managing a total portfolio of $2.5B+ in TTM revenue

Experience and knowledge of the Security and Networking market and competition

Demonstrated knowledge and understanding of manufacturer, reseller, and solution provider ecosystems and the dynamics of the supply chain from vendor to customer

Proven track record of building and executing complex strategic sales plans

Working knowledge and/or experience in selling consulting services

Working knowledge and/or experience in selling solutions to channel companies

Working knowledge and/or experience in selling OEM and/or subcontracting programs

History in building and presenting internal business investment plans and models

Experience with forecasting and maintaining sales data in a CRM

Strong presentation, written and verbal communication skills at executive and functional levels