VP, Partner Ecosystems

Job not on LinkedIn

🔥 9 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

👔 Vice President

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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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

• Define and own execution of the overall partner ecosystem strategy for resellers, distributors, technology/ISV alliances, MSSPs, and cloud marketplaces • Build and evolve partner tiering focus and execution against the partner program • Own ecosystem revenue targets and drive partner-influenced and partner-originated bookings, expansion, and retention • Hire, lead, and develop a team of partner/alliance managers; set goals, coach performance, and build a scalable organizational structure • Drive field execution of go-to-market alliances that extend BeyondTrust's platform value and market reach • Partner with Sales, Marketing, Product, and Customer Success to embed partner motion into pipeline generation, launches, and renewals • Run executive and quarterly business reviews with top partners and align with Sales on opportunity management • Ensure partners are trained, certified, and equipped with tools and content to sell and support BeyondTrust solutions • Define and track KPIs such as partner-sourced revenue, GRR/NRR, and partner activation; report results to executive leadership • Represent BeyondTrust at partner and industry events and serve as executive sponsor for strategic partner relationships

🎯 Requirements

• 10+ years of experience in partnerships, channel sales, or alliances, including 5+ years in a senior leadership role, ideally in cybersecurity or enterprise SaaS • Proven track record building and scaling partner ecosystems that deliver measurable, sourced/co-sold revenue growth • Experience negotiating and structuring partner agreements, incentive programs, and tiered partner models • Strong people-leadership experience: hiring, developing, and managing a distributed partnerships/alliances team • Deep understanding of channel go-to-market models (VAR, VAD, MSSP, technology alliances, cloud marketplaces) • Executive-level communication and relationship-building skills, with experience presenting to C-level partners and internal leadership • Fluency with CRM and partner-management tooling (Salesforce, PRM platforms) and data-driven forecasting • Willingness and ability to travel domestically/internationally to support partner and industry engagements • Experience in privileged access management, identity security, or broader cybersecurity markets (nice to have) • Prior experience launching a partner program or ecosystem function from the ground up (nice to have) • Experience with cloud marketplace partnerships, including AWS, Azure, or GCP Marketplace (nice to have) • MBA or equivalent advanced business experience (nice to have)

🏖️ Benefits

• Flexibility, trust, and continual learning culture • Opportunities for growth and recognition for impact • Diversity and inclusion-focused workplace culture