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Partner Acquisition Manager - HCLSoftware

2 hours, 9 minutes ago
United States
Full-time
Lead
Partnerships Manager
Cybersecurity
Cybersecurity Google Tag Manager
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Actian

Actian

Actian Corp provides data management solutions for organizations to make confident, data-driven decisions and accelerate growth through hybrid data management, integration, and analytics services worldwide.

IT Services
251-1K
Founded 2005
View All Jobs 23

Description

  • Recruit, identify, qualify, and onboard new solution partners such as MSPs and regional system integrators.
  • Develop trusted-advisor relationships with partners and align their priorities with HCLSoftware’s go-to-market goals.
  • Build and execute strategic partner business plans covering sales enablement, technical enablement, account targeting, and GTM readiness.
  • Drive partner-generated opportunities from both net-new and existing installed bases across assigned territories.
  • Design and execute partner marketing plans, including co-marketing events and partner-specific enablement activities.
  • Support partner co-selling efforts on early deals until partners become self-sufficient.
  • Work with technical teams to help partners build solutions and services incorporating HCLSoftware security offerings.
  • Monitor partner performance, pipeline, and reporting to adjust strategy and improve outcomes.
  • Manage partner funding, account planning, and business reviews to measure success and address gaps.
  • Collaborate with internal sales, technical, and management teams to reduce channel conflict and improve partner engagement.

Requirements

  • 15+ years of overall experience, including 10+ years in business partner sales or channel operations.
  • 10+ years of experience in business partner sales/channel operations.
  • 5+ years of experience selling enterprise security software solutions.
  • Experience working with enterprise security solutions partners is required.
  • Direct sales experience working with MSP and solution partners is preferred.
  • Experience engaging and influencing senior business partner executives on joint go-to-market initiatives.
  • Experience driving partner engagement from field level through management layers, both bottom-up and top-down.
  • Strong familiarity with enterprise customer decision-making processes for large deals is preferred.
  • Understanding of partner financial models and partner incentive models.
  • Exceptional written, verbal, and listening skills.
  • Ability to work in a fast-paced, ambiguous environment and manage multiple initiatives simultaneously.
  • Self-starter who is highly responsible, deadline-oriented, and comfortable working independently with cross-functional and senior leadership teams.
  • Ability to coach and mentor internal teams on best practices for working with business partners.
  • Experience resolving partner and client issues, channel conflict, and coordinating responses.
  • 75% remote with up to 25% travel across assigned regions.
  • Experience with partner ecosystems involving ISVs such as Snyk, Veracode, Fortify, Checkmarx, Ivanti, Tanium, Automox, ManageEngine, Synopsys, or Microsoft System Center.
  • Knowledge of Application Security Testing, Software Composition Analysis, endpoint management, or endpoint security.

Benefits

  • Remote role with flexibility to work from home.
  • Opportunity to work for a $1B+ fast-growing software company.
  • Full-time employment.
  • Equal Opportunity Employer commitment to fair treatment and inclusion.
  • Use of AI tools in the hiring process with final decisions made by humans.

Interested in this position?

Apply directly on the company website

Apply Now

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