Partner Development Manager, Security

London, England, gb
Company: ConnectWise
Category: Management Occupations
Published on 2021-08-02 18:10:36

Job Details


ConnectWise is looking for a driven, entrepreneurial, and collaborative Partner Development Manager to drive expansion of our Fortify Security Products and Services within our existing TSP partner base. This role engages with existing partners after they have been onboarded to our Fortify Platform and transition has occurred from either our acquisition or partner sales team responsible for selling security to the partner for the first time. This role requires the skill to identify gaps and needs for each unique technology service provider (TSP), along with the ability to lead the partner through readiness for GTM and leveraging our marketing offerings to accelerate penetration of their existing customer base and prospects.

Essential Duties and Responsibilities:

  • Responsible for discrete quota generated from cross selling and expanding Fortify products and services with and through our existing Partner Base
  • Execute the MSP Cyber Security Playbook to enable ConnectWise to sell with and through the partner into their existing client base and to acquire new customers
  • Work closely the Channel Marketing team to leverage resources and investments to support partner growth
  • Work closely with the Channel Enablement team to prepare the partner for sales and technical readiness in support of the GTM plan
  • Work with and through the partner to generate a pipeline of qualified Partner opportunities sufficient to exceed annual sales goals, set quarterly
  • Meet monthly, quarterly and annual sales targets
  • Maintain an accurate hygiene in CRM
  • Secure and maintain certifications on all Fortify Offerings
  • Occasional travel as needed in the role (10 -20%)
  • Knowledge, Skills, and/or Abilities Required:

  • 3+ years successful Field or Inside solution sales experience generating acquisition or expansion revenue
  • Strong technical aptitude with experience presenting & selling to IT & business stakeholders
  • Ability to run at high-volume transaction pace, as well as longer, complex transactions
  • Ideally would like to see 2+ years of Cybersecurity experience, experience selling into MSP/Channel, but if you are a 'rockstar' with different IT/Software experience, we want to talk to you
  • Experience using a sales methodology/qualification process: Challenger, SPIN, MEDDIC, BANT
  • Pipeline management and forecasting acumen
  • Intellectual curiosity - willing to research and dig into unique outcomes for clients, as well as ongoing learning opportunities
  • Willingness to get out of your comfort zone and push to be your best self
  • Working knowledge of CRM (Salesforce preferrable), MS365, collaboration tools (Teams, etc)
  • Educational/Vocational/Previous Experience Recommendations:

  • 3+ years of demonstrated success with solutions-based selling, with history of exceeding quota
  • Demonstrated ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process
  • Ability to identify opportunities and leverage internal & external resources appropriately
  • Experience in relevant channels: Cybersecurity, Managed Service Providers (MSP), Value-Added Resellers (VAR), Office Equipment (OE), Technology Service Providers (TSP), Internal IT
  • Working Conditions:

  • Fun, collaborative working environment (remote & on-site)
  • Comprehensive health care benefits (including 401K)/
  • Generous paid time off policy
  • Training opportunities, and internal promotions
  • Industry leading customer events
  • Monthly happy hours, or other company functions
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