Vice President, EMEIA Channels

About BeyondTrust

BeyondTrust is the worldwide leader in intelligent identity and access security, empowering organizations to protect identities, stop threats, and deliver dynamic access to empower and secure a work-from-anywhere world. Our integrated products and platform offer the industry's most advanced privileged access management (PAM) solution, enabling organizations to quickly shrink their attack surface across traditional, cloud, and hybrid environments. 
Learn more at www.beyondtrust.com. 

Job Summary

BeyondTrust is seeking a highly motivated Vice President, EMEIA Channels to take responsibility for building our next-generation partner ecosystem and driving new business and new services from and through our partners.
As a driven channel leader, you will build and develop a professional partner management team that is aligned and working closely with our EMEIA field teams. You will develop and execute channel strategies and help the teams leverage partners to achieve their sales and delivery goals.
Reporting to the Sr. Vice President, Global Channel & Alliances, you will represent the full portfolio of company products and services to assigned partners, driving partner recruitment and enablement to achieve your sales and business objectives.

What will you be doing?

• Provide team leadership as a direct manager and leader of the EMEIA channel team
• Develop a modern partner ecosystem including resellers, distributors, system integrators, and managed service providers
• Collaborate with the EMEIA field teams to develop channel sales strategies and territory plans for accelerating growth by leveraging our partner ecosystem
• Achieve the EMEIA channel sales and delivery targets and strategic objectives
• Build, cultivate and develop strategic channel partnerships aligned with sales leadership in the territory
• Coordinate the involvement of company stakeholders, including sales, pre-sales, services, and technical support
• Foster strong consultative relationships and continually assess, clarify and validate partner needs on an ongoing basis
• Ensure teams are executing joint business planning, account mapping, and quarterly business reviews (QBRs)
• Collaborate with the field marketing team to develop territory and partner-specific marketing plans
• Develop and maintain strong working relationships at the executive level with key channels and partners.

What skills and experience do I need?

• 10+ years’ experience in channel sales, management, and development, preferably in a software security company
• Demonstrated track record of exceeding partner revenue objectives, especially for revenue sourced by partners, with a variety of partner types and sizes
• Demonstrated track record of building, leading, and coaching channel & alliances teams in EMEIA
• Knowledge of the partner ecosystem in the territory including resellers, GSIs, and MSPs
• Ability to establish positive and lasting business relationships and manage a territory with named focus partners
• Experience in presenting articulately to senior-level executives and having consultative conversations

What are other desirable skills and experience

• Strong interest and passion for technology innovation, software security, and the channel
• Excellent communication, interpersonal, and collaboration skills
• Experience working with Salesforce (CRM) and report building 
• Experience working as a channel partner or distributor
• Experience in IT Security and/or SaaS
• A thirst for knowledge and improvement 

Benefits:

Put your wellbeing first with our amazing benefits package:

• 25 days’ holiday which increases with length of service
• Competitive pension scheme
• Vitality Private Healthcare for you and family
• Medicash Benefit (including Dental cover)
• Life Insurance (4x annual salary)
• Income Protection if you are unable to work due to ill health
• Paid parental leave
• Sabbatical leave
• Employee Assistance Programme
• Co-investing opportunity

Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. BeyondTrust is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.

What truly makes BeyondTrust special are the people – people who keep the culture strong and make working here exciting, rewarding, and ultimately fun!

Search @beyondtrust and #beyondtrustlife on Twitter and LinkedIn to find out more.