Regional Partner Manager - Federal

BlackBerry – Richmond, VA

THE POSITION

Blackberry Cylance is seeking a Regional Partner Manager who will take direct and hands-on responsibility for the successfully building out of the channel sales program in their respective regions. She/he will be responsible for recruiting, on-boarding and growing new partners; driving partner revenue; tracking and driving strategic initiatives to accelerate their success and mitigate our risk, forecasting business with precision, driving enablement and marketing engagements and in overall deepening/broadening the Blackberry Cylance partner eco-system. The Channel Sales Manager will be responsible for all aspects of partner management in the region, with KPIs based on both channel quality and revenue generated. This seasoned professional must be able to work in an entrepreneurial environment, using creativity and best judgment to build new partnerships and drive revenue through these channels.

WHAT YOU WILL DO


  • Recruit new channel partners
  • Ensure proper on-boarding of partners
  • Establish & maintain positive & proactive relationships with partner sales reps/management to build Blackberry Cylance mindshare and drive sales activities
  • Consistent screening of possible strategic partners, working closely with partners at the executive and field levels.
  • Identify and resolve issues that impede the business relationship between Blackberry Cylance and Channel Partners
  • Work collaboratively with cross-functional teams across sales, marketing, partners, services, legal, finance, etc. to align on channels and alliances priorities
  • Drive and ensure successful implementation, and measure in-field progress
  • Ensure legal and ethics compliance
  • Ensures high levels of partner satisfaction that is measured
  • Assess, build, and develop individual and team capability, ready to scale in support of Blackberry Cylances accelerated growth
  • Requires the ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes as part of a collaborative development effort

  • WHO WE ARE LOOKING FOR

  • 7+ years of related experience in channel management and implementation of a variety of channel strategies
  • A Proven track-record of driving continued partner growth and revenue
  • A deep understanding of Security product and services sales
  • An entrepreneurial mentality and willingness to directly manage partners
  • Team player; can work cross functionally and cross-cultures
  • Operates with the utmost integrity
  • Can work in a fast paced, dynamic, start-up environment
  • Highly self-motivated / strong sense of urgency in the delivery of work products
  • Deep knowledge of VAR channels with extensive relationships
  • Experience with endpoint products, security services, markets and competition highly desirable.
  • Experience developing and implementing a successful go-to-market plan
  • Exceptional communication skills including listening, writing and public speaking
  • Flexible, with ability to travel
  • Ability to influence without authority across functional silos is critical
  • Requires the ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes as part of a collaborative development effort

  • ABOVE AND BEYOND
  • Experience in endpoint or network security a plus
  • Proven successful track record of overachievement in attainment of quota goals
  • Self- driven and highly motivated to exceed goals
  • Job Family Group Name:

    Sales

    Scheduled Weekly Hours:

    40

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