The Global SI (Systems Integrator) Manager recruits, enables and drives revenue via relationships with assigned SI partners. Assigned to named SI partners focused on geography, the Regional SI Manager is responsible for achieving sales, profitability, and partner recruitment objectives. This position reports to the Vice President of Strategic Alliances, with dotted line responsibility to the Regional Sales Director and team.

 Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned SI accounts.

• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.

• Meets assigned targets for profitable sales volume and strategic objectives in assigned SI accounts.

• Proactively leads a regular joint partner planning process and quarterly business review process that develops mutual revenue performance objectives and critical milestones associated with a productive partner relationship.

• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.

• Sells through partner organizations to end users in coordination with partner’s sales resources.

• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement and oversight via the BeyondTrust Partner Portal.

• Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.

• Ensures and administers partner compliance with partner agreements.

• Drives adoption of company programs among assigned partners.

• Proactively expands SI relationships across key markets within the assign geography.

 

Requirements:

• 5+ years SI channel sales working for software companies – security software is a HUGE PLUS.

• Prior experience in working with the security groups in some mix of Accenture, Deloitte, EY, KPMG is preferred.

• Experience building meaningful net new business and marketing plans with partners.

• Must have experience in delivering sales trainings, and experience in working in a fast pace environment with revenue responsibilities.

• Excellent presentation skills to executives & individual contributors.

• Excellent business planning, communication and interpersonal skills.