Strategic Partnerships Manager
About The Opportunity Netrix Global, an award-winning global provider of cybersecurity and IT services, seeks a highly motivated Strategic Partnerships Manager will lead and execute the business development strategies with our resale and referral partners. This role is expected to execute co-sell and comprehensive go-to-market plans for each partner with a focus on scalable lead generation that contributes significant new bookings and gross profit maximization for hardware and software resale. In this role, you will work closely with key resale and referral contacts and with Netrix’s sales team to drive mutual success. Success in this role includes driving bookings with resale within Netrix’s existing and new clients and high-volume net new logo acquisition from referral partners. How You Will Make An Impact • Recruit and manage referral partners to promote the sales of both managed and professional services. The relationships should also promote healthy sales of the channel organization’s offerings. This includes uncovering possible new additions to our channel program. New logo and lead/opportunities is a key business outcome. • Support channel senior executive in negotiating new partnership contracts to establish mutually beneficial relationships.Lead and run joint events with partners (and in collaboration with marketing and sales teams where applicable) • Manage resale vendor certifications, working across sales and delivery to maximize vendor tiered programs, achieving the highest possible gross margin. • In partnership with marketing, develop sales enablement content for Netrix internal sales and for channel partners on Netrix. • Train partners on the key offerings and Go-To-Market solutions provided by Netrix, for lead generation. • Conduct account planning exercises with Netrix account managers and leaders, helping them expand and leverage our resales partners for bookings / quota goals • Support partner portal content, by ensuring that partners have the latest offerings from Netrix (in collaboration with marketing team etc.) • Conduct account mapping, introductions and lead generating relationships with assigned partners to drive new opportunities and bookings for Netrix. • Develop the right go-to-market strategy, behaviors and goals both with our partners and with our internal sales team. • Drive awareness through social channels and social selling to promote our partners and joints solutions and serve as evangelist for Netrix and our partners. • For strategic opportunities, act as the AE to close the first deal (identification and approval of such opportunity to be approved by channel executive). • Develop and maintain accurate lead and opportunity pipeline • Develop and maintain accurate forecast in Netrix tools • Collaborate with Netrix marketing to capture and leverage partner funding to drive lead generation and ultimately bookings. • Support role for ensuring that referral partners SPIFFs are communicated, and issues resolved, working with accounting. What You Will Bring To The Table • 3 plus years of experience in partnership management, business development, or channel sales • Strong understanding of go-to-market organization structure including partner, channels, account and marketing teams • Strong background and understanding of key players and competitors in the ecosystem • Creative and structured thinker who finds ways to unblock challenging problems • Great commercial and product instincts • Strong communicator comfortable presenting to senior executives internally and externally • Data and analysis driven in all business decisions • Incredibly responsive and solution-oriented • Curious and creative, consistently seeking out ways to improve our partnerships and business • Deep and varied experience as a deal maker and growth leader in business development and/or strategic partnerships • Experience preparing industry analyses and presentations, and presenting to Executive Leadership, internal and external • Proven track record of effectively collaborating, prioritizing tasks, and cross-functional demands. Additionally, fostering a culture of treating partners as valued clients • Prefer experience directly managing Telarus About Us At Netrix Global our values are the philosophies and principles that we live by. They support our vision, help us achieve our goals and commit us to a common purpose. We Own Outcomes, Win Together, Make An Impact, Enjoy The Journey, and Respect All! Netrix Global is a mission-driven organization with the goal of providing the people, processes, and technology needed to run and scale modern, data-driven businesses that are always on and always secure. Our breadth of capabilities allows us to provide holistic offerings that solve even today’s most complex business challenges, delivering to you an integrated, optimized, and future-proof solution. We work with clients of all sizes and specialize in solutions for healthcare, manufacturing, government, education, financial services, and legal industries. Netrix is consistently ranked in the CRN VAR500, detailing the country’s top system integrators. At Netrix, we’re driven to solve business problems with innovative technology solutions. We focus on end-users and are committed to client satisfaction. What You Can Expect From Us We offer a competitive compensation package, comprehensive group benefits to meet the needs of you and your family, flexibility, and time off when you need it, and a casual work environment. The role can be remote/home office, with some travel required. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need reasonable accommodations, please let us know by contacting NetrixHR@Netrixglobal. 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