Sr. Manager, Partner Alliances | Remote, USA

If you are seeking a culture that supports growth, fosters success, and moves the industry forward, find your place at Optiv! As a market-leading provider of cyber security solutions, Optiv has the most comprehensive ecosystem of security products and partners to deliver unparalleled services.
Our rich and successful history with our clients is based on trust, serving more than 12,000 clients of varying sizes and industries, including commercial, government, and education.
We have the proven expertise to plan, build, and run successful security programs across Risk Management, Cyber Digital Transformation, Threat Management, Security Operations - Managed Services, and Identity and Data Management.
What you can expect from Optiv •A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups including ADAPT (Abled and Disabled Allies Partnering Together), Asian Employee Network, Black Employee Network, Latino Employee Network, Optiv Pride (LGBTQIA+), OVETS (Optiv’s Veterans Engagement Team and Supporters), and OWN (Optiv Women's Network).
• Work/life balance • Professional training resources • Creative problem-solving and the ability to tackle unique, complex projects • Volunteer Opportunities.
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• The ability and technology necessary to productively work remotely/from home (where applicable) Optiv is an equal opportunity employer.
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This position will be fully remote and can be hired anywhere in the continental U.
S.
The Sr.
Manager of Partner Management is a crucial role within the Partner Alliances team responsible for overseeing the corporate relationships for a key group of vendor partners within the Optiv Partner Alliances Ecosystem and will manage a multi-functional Partner Management and Distribution Management team.
The Sr.
Manager of Partner Management will define workflows and processes for their teams to reach the overarching objectives of the Partner Alliances Organization.
The position of Sr.
Manager, Partner Management helps in the identification, recruiting, hiring, training, managing, and retaining of Partner Managers to support the overall Optiv strategic direction as defined by Optiv senior leadership.
How you'll make an impact Autonomous decision-making to achieve strategic corporate team and defined partner management organizational goals.
Manage partner and distribution conflicts while upholding Optiv's brand.
Responsible for managing multi-disciplined teams in Distribution and Partner Managers as backup VP of Partner Alliances.
Leads efforts with multiple Optiv departmental initiatives (Marketing, Services, Revenue Operations).
Identify, recruit, and hire potential partner managers.
Train partner managers to ensure a unified, profitable, and scalable business.
Work to retain quality partner managers.
Take ownership of issues and are responsive to Sales, Service, and Marketing department needs.
Take ownership of issues and are responsive to Revenue Operations needs.
Be proactive in providing Revenue Operations with partner pricing information and changes.
Proactively prepare selected partner QBRs using Optiv’s defined QBR methodology.
Run selected partner QBRs and ensure partner profiles are current and accurate.
Wwork through Optiv’s Partner Field Team to get general messaging to the field.
Oversee and coordinate all aspects of Optiv's relationship with assigned partners.
Ensure Optiv is maximizing overall profitability using partner reseller programs, including reseller discounts through deal registration, rebate programs, MDF and favorable financial terms.
Drive all contract negotiations with partners alongside the Optiv Legal team including reseller and service agreements.
Prepare and present required data for Executive Business Reviews for Optiv Leadership as well as regular cadence meetings with assigned partners.
Work with partner to identify new areas of opportunity for Optiv growth and mutual success and develop business plans that include: Strategy to initiate and build growth and awareness within Optiv Sales; Identifying opportunities to develop service offerings using partner technology.
Work in conjunction with the Optiv Partner Operations team, to ensure all program information is up to date in Sales Force including, maintaining field partner rosters, managing Partner contacts, maintaining Partner certifications along with any other partner information relating to the partnership.
Build businenss cases and forecasts to meet partner certification requirements.
SUPERVISORY RESPONSIBILITIES This position will hold supervisory responsibility for up to 8 direct reports.
Supervisory responsibilities include: Regular and proactive communication with direct reports.
Communication of job responsibilities and performance expectations, and corrective measures if performance is not meeting expectation.
Biannual talent talks, which include Individual and team goal setting and evaluation.
Support personal development, helping to identify additional training, certification and other development resources Soliciting and sharing feedback from direct reports’ peers.
Ensuring Optiv’s core values are honored in daily tasks and interactions.
.
Function as the go to point of escalation and control for issues and conflicts that exceed direct reports’ authorization or skill set.
Identify future leaders.
What we're looking for Bachelor’s Degree (B.
A.
) from four-year college or university; or one to two years Rrelated experience and/or training; or equivalent combination of education and experience required.
Sales certifications for assigned partners will be expected within the first quarter of partner assignment unless alternative arrangements are made with supervisor.
At least 10 years experience operating in a partner function within a value added reseller organization.
Strong understanding of information security industry required, to include knowledge of leading industry vendors and products.
Ability to work independently and exhibit strong time management skills.
Excellent communication and partnership skills, including the ability to listen and comunicate effectively with all partners.
Self-starter with the ability to work in conjunction with multiple Vendor Partner Managers/Vendor Channel Managers and Optiv account executives.
Overall attention to accuracy and detail with regards to rebate negotiations and reports to executive management, documentation of events and meetings, spiffs, partner negotiations, and all written and verbal communication.
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