Obsidian Security · 2 days ago

Senior Partner Manager - GSI

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

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Responsibilities

Develop and execute partner business plans with GSIs.

Build capacity to scale sales and delivery

Develop, cultivate and maintain relationships across the largest GSIs to execute joint sales plays that deliver financial results.

Co-own joint Marketing initiatives, which include the use of MDF to drive demand generation through events and campaigns

Own and drive the certifications, accreditations and training of GSIs

Build and drive pipeline generation at the field level with direct sales and go-to-market partner organizations

Drive and manage partnership agreements for delivery and resell with Obsidian legal.

Qualification

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Technology alliancesSaaS experienceCybersecurity knowledgeExecutive communicationRevenue quota achievement3-way partnershipsIdentity managementManaged Service ModelsGSI procurement

Required

Minimum 10+ years working in technology alliances - ideally at a SaaS company and within cybersecurity.

Experience building out a business at scale with a Big 4 Advisory Firm or Global Systems Integrator across multiple regions.

Deep experience and knowledge of Systems Integrators (from business model, to training and certification strategies).

Executive communication skills and an ability to drive influence and action from Senior Leaders across product, finance and sales.

Data driven mindset with strong analytical skills to continuously measure KPI’s, pipeline, marketing, deal registrations, accreditations and certifications.

Track record of beating revenue based quotas