Partner Development Manager, VAR - EMEA
Reading, UK
EGNYTE YOUR CAREER. SPARK YOUR PASSION.
Egnyte is a place where we spark opportunities for amazing people. We believe that every role has meaning, and every Egnyter should be respected. With 22,000 customers worldwide and growing, you can make an impact by protecting their valuable data. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values: Invested Relationships Fiscal Prudence Candid Conversations ABOUT EGNYTE
Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. The Partner Development Manager is an experienced channel sales professional responsible for implementing and building and growing indirect and influence sales in their designated region, with the primary goal of sales acceleration through pipeline generation with partners. The PDM will build credibility and trust to drive partner wallet-share in Egnyte. The role involves execution of all aspects of channel management including partner recruitment, enablement, strategic partner planning, ongoing partner management, and co-selling into end-customer organizations with resellers and/or influence partners. The PDM will be a primary contact for territory channel partners and will be responsible for managing the overall corporate relationship with those partners. The PDM will also need to build trust, credibility, and relevance with reseller and Egnyte sales teams. Experience in customer sales to coach partners in selling Egnyte technology would be helpful. By extension, driving strategic alignment between our Egnyte direct sales teams will be a critical success factor. This will require working with Egnyte Sales Managers to develop and evangelize the regional channel plan that accelerates the region's overall sales performance. WHAT YOU’LL DO:
Act as overall quarterback for the reseller business within the region – driving a comprehensive territory plan that identifies go-to partners within each territory covering all Egnyte technology specializations, engaging Egnyte specialists as needed to build partner competency. Create a strong partner eco-system in your territory by identifying and onboarding new partners. Develop and grow new and existing Egnyte channel partners to increase pipeline and revenue contribution. Develop, drive, and execute strategic partner sales plans with partner leadership. Build strong relationships across key partner stakeholders to strengthen the partnership. Develop and execute partner marketing campaigns working closely with Partner Marketing to drive incremental revenue. Present Egnyte solutions at partner events. Work cross-functionally within Egnyte key stakeholders and build a “one-team” attitude with all extended stakeholders. Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation. Work with extended team to provide multiple touchpoints in partner organizations to scale resources. Hybrid role. YOUR QUALIFICATIONS:
Experience working in a partnership role at a vendor. Hardworking, self-driven, and highly motivated individual with great team spirit. 10+ years experience building and managing value added partnerships in UK & EMEA with strong existing partner relationships within the defined territory. Motivated by driving indirect/influence revenue with a record of quota over-achievement. Ability to listen, make recommendations and influence partner executives. A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer. Able to identify and develop new partners. Customer-focused and achievement-driven. Ability to recruit, manage, and grow partnerships that deliver value added services in security. Strong team builder and highly functional in working in matrix environments. Must have experience in a hybrid sales environment of direct and indirect sales. Has a metric-driven approach and understands what success looks like. Demonstrate excellent presentation and written communication skills. Must have a level of business maturity, flexibility and the ability to adapt and be comfortable in a fast-paced, quickly changing environment. Exceptional relationship and interpersonal skills. Bachelor's degree required, with advanced degrees desired. Desire to travel is required (approximately 50%). BENEFITS:
Holiday leave. Sick leave. Family leave (maternity, paternity, shared paternity, and adoption). Private healthcare. Life assurance. Employee assistance programme. Pension plan. Phone reimbursement. Gym reimbursement. COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION:
Egnyte is an equal opportunity employer and values diversity at our company. We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to gender, age, disability, religion, gender reassignment, sexual orientation, marital status, race, or any other characteristic protected in the United Kingdom. #LI-TJ1 #J-18808-Ljbffr
Reading, UK
EGNYTE YOUR CAREER. SPARK YOUR PASSION.
Egnyte is a place where we spark opportunities for amazing people. We believe that every role has meaning, and every Egnyter should be respected. With 22,000 customers worldwide and growing, you can make an impact by protecting their valuable data. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values: Invested Relationships Fiscal Prudence Candid Conversations ABOUT EGNYTE
Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. The Partner Development Manager is an experienced channel sales professional responsible for implementing and building and growing indirect and influence sales in their designated region, with the primary goal of sales acceleration through pipeline generation with partners. The PDM will build credibility and trust to drive partner wallet-share in Egnyte. The role involves execution of all aspects of channel management including partner recruitment, enablement, strategic partner planning, ongoing partner management, and co-selling into end-customer organizations with resellers and/or influence partners. The PDM will be a primary contact for territory channel partners and will be responsible for managing the overall corporate relationship with those partners. The PDM will also need to build trust, credibility, and relevance with reseller and Egnyte sales teams. Experience in customer sales to coach partners in selling Egnyte technology would be helpful. By extension, driving strategic alignment between our Egnyte direct sales teams will be a critical success factor. This will require working with Egnyte Sales Managers to develop and evangelize the regional channel plan that accelerates the region's overall sales performance. WHAT YOU’LL DO:
Act as overall quarterback for the reseller business within the region – driving a comprehensive territory plan that identifies go-to partners within each territory covering all Egnyte technology specializations, engaging Egnyte specialists as needed to build partner competency. Create a strong partner eco-system in your territory by identifying and onboarding new partners. Develop and grow new and existing Egnyte channel partners to increase pipeline and revenue contribution. Develop, drive, and execute strategic partner sales plans with partner leadership. Build strong relationships across key partner stakeholders to strengthen the partnership. Develop and execute partner marketing campaigns working closely with Partner Marketing to drive incremental revenue. Present Egnyte solutions at partner events. Work cross-functionally within Egnyte key stakeholders and build a “one-team” attitude with all extended stakeholders. Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation. Work with extended team to provide multiple touchpoints in partner organizations to scale resources. Hybrid role. YOUR QUALIFICATIONS:
Experience working in a partnership role at a vendor. Hardworking, self-driven, and highly motivated individual with great team spirit. 10+ years experience building and managing value added partnerships in UK & EMEA with strong existing partner relationships within the defined territory. Motivated by driving indirect/influence revenue with a record of quota over-achievement. Ability to listen, make recommendations and influence partner executives. A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer. Able to identify and develop new partners. Customer-focused and achievement-driven. Ability to recruit, manage, and grow partnerships that deliver value added services in security. Strong team builder and highly functional in working in matrix environments. Must have experience in a hybrid sales environment of direct and indirect sales. Has a metric-driven approach and understands what success looks like. Demonstrate excellent presentation and written communication skills. Must have a level of business maturity, flexibility and the ability to adapt and be comfortable in a fast-paced, quickly changing environment. Exceptional relationship and interpersonal skills. Bachelor's degree required, with advanced degrees desired. Desire to travel is required (approximately 50%). BENEFITS:
Holiday leave. Sick leave. Family leave (maternity, paternity, shared paternity, and adoption). Private healthcare. Life assurance. Employee assistance programme. Pension plan. Phone reimbursement. Gym reimbursement. COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION:
Egnyte is an equal opportunity employer and values diversity at our company. We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to gender, age, disability, religion, gender reassignment, sexual orientation, marital status, race, or any other characteristic protected in the United Kingdom. #LI-TJ1 #J-18808-Ljbffr
