Overview:
For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location.
What you should know about us:
Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with? Our people. This is what makes SoftwareOne successful.
Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond every day. Our culture is unique, and I believe that having the right people and empowering them to succeed, is the absolute key to our success. -Patrick Winter, Founder.
What we expect from our employees:
Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business, and for the employees around you. SoftwareOne employees are energized, agile, and laser-focused on delivering world-class Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a remarkably high degree of Integrity, and are simply not interested in politics. Our leaders operate with a high level of Discipline but can work at Speed to manage change in a global economy.
At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
"With employee satisfaction as one of our core values, we are passionate about diversity and are committed to creating an inclusive environment for all our employees. We want every employee to have the greatest experience of their career."
Responsibilities:
Job Summary
The Security Alliance Manager is responsible for developing jointly agreed regional partner strategies, performance targets, and sales programs/plays and facilitating their execution in the region. You will be an expert working with Crowdstrike, Sophos, Trend Micro, Okta, Zscaler, Arctic Wolf.
Role & Responsibilities
* Define regional partner strategies including performance targets, programs, sales plays, and supporting incentives
* Define regional partnership strategy and targets demonstrating globally defined programs and sales plays from global 'partner playbook'
* Identify high-propensity opportunities, co-define tailored sales-pitches with regional partner manager and SWO sellers to drive sales effort
* Define operational requirements to achieve performance targets (e.g., accreditations / certifications, marketing, pre-sales capacity)
* Collaborate with internal and external collaborators to ensure execution of partner strategy
* Build relationships with regional ISV commercial & partner teams through regular presence at partner regional HQ to drive awareness of SWO capabilities
* Channel customer feedback to global teams by serving as the communication bridge to local sales to refine priorities
* Design PoCs (Proof of Concepts) & case-studies in collaboration with Service Line leaders, and socialize them with regional sellers
* Conduct enablement sessions to socialize elements from 'sales playbook' (e.g., sales-motions/pitches, integrated offerings) & changes in partner strategy
* Ensure regional capacity of technical pre-sales and certifications required to achieve targets
* Create marketing plan/agenda, collateral development, and fund utilization plan with 'regional marketing'; track execution & effectiveness KPIs
* Establish an operating rhythm and governance structure to drive performance outcomes.
* Design & track effectiveness of programs/plays (e.g., SPIFs, seller trainings) in region
* Conduct monthly / quarterly business reviews with internal (regional leadership, regional alliance) and external (platform partners) collaborators
Success Criteria
* Partnership status/rank in region
* Senior-level position requires expert level Security vendor experience
* Collaborate and Co-sell with SoftwareOne and technical teams to promote and close sales opportunities
* Partners growth and performance on key metrics outlined in partner agreements
* Partner sourced deals (#, revenue)
* Partner PDM feedback
Organizational Alignment
* The Security Alliance Manager reports to the Director of Alliances
* The role would require collaboration with key stakeholders across the region to ensure internal alignment and manage/influence throughout the org to drive revenue.
What we offer
* Generous pay with bonus structure
* Independent environment without a lot of red tape where you are empowered to make decisions
* Substantial benefits package that includes:
* Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
* Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
* 401k program with employer matching 50% up to the first 10% of employee's contributions
* Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
* Access to EAP and concierge services
* Pre-paid legal at no cost
* Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
* Employee stock purchase plan
* Learning and development opportunities galore
* Tuition reimbursement
* And much more!
* Specific to Milwaukee-based office employees: company-paid parking
* Winning culture, inclusive environment, and friendly people all over the world
* A remote-friendly organization, with colleagues working remotely either part or full-time
As a culture-first organization, being together is how we learn and grow. We come together in person for at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.
Qualifications:
What you offer
* 8+ years in partner management for relevant ISV/categories focused on security: Crowdstrike, Sophos, Trend Micro, Okta, Zscaler, Arctic Wolf
* Cyber Security expertise is a must!
* Ability to establish relationships within partner ecosystems and with internal team members to drive awareness of SoftwareOne capabilities and implement partner strategies
* Validated operational strength in designing and tracking efficiency of programs, sales plays, and incentives.
* Strategic approach with analytic thinking capabilities
* Strong communication, interpersonal, and presentation skills
* Key Sales Competencies & Behaviors of Leading Business Acumen, Understanding Client Needs, Developing Relationships, Delivering Value Proposition, Overcoming Objections, Teaching & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company's Competency Assessment.
Join our team and play a vital role in supporting our partner marketing initiatives. Apply today to contribute to the success of our partner relationships and help drive business growth through effective partner marketing!
The preceding job profile has been designed to indicate the general nature and level of work perf
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