Director – Partner Operations

🕒 May 11

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

⚙️ Operations

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BeyondTrust

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

💰 Private Equity Round on 2021-05

Cybersecurity

BeyondTrust is a company that specializes in providing cybersecurity solutions. They focus on offering products and services that protect organizations from internal and external threats, and their solutions often involve privileged access management to secure and manage the identities and credentials of users accessing critical systems and data.

📋 Description

• Own and continuously improve the operational framework for BeyondTrust's partner program, including program tiers, rules of engagement, incentive structures, and deal registration processes. • Serve as the primary operational liaison between the Partner/Channel organization and Revenue Operations, ensuring alignment on strategy, data, and tooling. • Partner with the VP of Field Operations to build and maintain a scalable partner operations function capable of supporting growth across regions and partner segments. • Build and maintain dashboards and reporting cadences that provide visibility into partner pipeline, bookings, deal registration activity, and attainment against targets. • Define and track KPIs for partner performance, including sourced and influenced revenue, partner-attached deal rates, time-to-close, and partner health scores. • Deliver actionable insights to field leadership and executive stakeholders to support QBRs, board reporting, and planning cycles. • Work with GTM Systems to lead the administration and optimization of partner-facing platforms (e.g., PRM, CRM, deal registration portals) in coordination with Sales Operations and IT. • Identify and close operational gaps that create friction in the partner journey, from onboarding to co-selling to renewal and expansion. • Drive process standardization and documentation across the partner lifecycle.

🎯 Requirements

• 8+ years of experience in Revenue Operations, Channel Operations, or Partner Operations within a B2B SaaS or enterprise technology company. • 3+ years in a leadership or management capacity, with a track record of building and scaling operations functions. • Deep understanding of the partner/channel ecosystem, including VAR, MSSP, GSI, distribution, and technology alliance models. • Proficiency with CRM platforms (Salesforce strongly preferred) and partner relationship management (PRM) tools (e.g., Impartner, Alliances, Zift, or similar). • Strong analytical capabilities with experience in BI tools (e.g., Tableau, Power BI, Gong) and Excel/Google Sheets. • Exceptional cross-functional collaboration skills — equally comfortable working with Sales leadership, Finance, and technical stakeholders. • Ability to operate at both a strategic level and hands-on execution level, with comfort navigating ambiguity in a fast-paced environment. • Strong communication and presentation skills, with experience presenting to senior leadership and executive audiences.

🏖️ Benefits

• Flexibility, trust, and continual learning • Recognition for growth • Culture of support and inspiration • Employees taken care of to take care of customers