This position will be fully remote and can be hired anywhere in the continental U.S.
The Sr. Director, Partner Programs, Strategy & Operations is responsible for the overall design and build of the Optiv Partner Program. The team's purpose is to ensure profitability and accelerate Optiv's overall business growth with its partners via product resale, professional services and solutions sales. This position reports to the Senior Vice President, Partners and Alliances and is measured on the overall growth and profitability of all Optiv business, both product resale and services/solutions, with the designated partners.
How you'll make an impact
- 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
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What we're looking for
- 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
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What you can expect from Optiv
- A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. "Optiv Chips In" encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv is an equal opportunity employer (EEO). All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.
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