Client Summary
Our client is the global leader in privileged access security, a critical layer of IT security to protect data, infrastructure and assets across the enterprise, in the cloud and throughout the DevOps pipeline. Our client delivers the industry’s most complete solution to reduce risk created by privileged credentials and secrets. The company is trusted by the world’s leading organizations, including more than 50 percent of the Fortune 100, to protect against external attackers and malicious insiders

Job Description

Reporting to the APJ Partner Director the overriding objective is to drive growth within your targeted Partners and Region. A varied role involving existing and new partners, your responsibilities are to recruit, manage and enable the partners, to ensure that they are fully enabled and technically competent and to support their existing and new customers. As a Channels leader in the region, you are expected to own the development and execution of channel strategies and team’s effort in the sell through of Company's solutions.

Responsibilities:

  • Ensure that all Partners within their territory understand the Company's value proposition, have a clear place for Company within their portfolio and are motivated to sell Company's licenses and maintenance
  • Attain commitment and buy in from all levels within the Partner
  • Build business plans to complement the Partners direction and mutual growth plans
  • Recruit, enable and Execute on all aspects of the business plan whether sales enablement, technical, marketing or event creation
  • Develop positive relationships with senior management within strategic channel partner and distributors
  • Manage relationships within CyberArk and the Partner to ensure all relevant people are involved (Marketing, Sales Engineers, Territory Managers) for completion of the points above
  • Train Partner sales teams and be fully conversant on current broad and vertical messaging across the portfolio
  • Develop / roll out new and / or existing programs to Partners to create new opportunities
  • Reinforce the Partner program criteria and drive all Partners to attain the skills levels required and beyond
  • Maintain a sales forecast across your Partners and have deal visibility of all unmanaged opportunities
  • Ensure that Partners have full understanding of operations with Company and all adhere to process / deal registration / NSP / POS requirements
  • Execute all the above for a named list of partner
  • Collaborate internally with marketing to drive region’s programs and events
  • Travel 50% of the time.

Requirements:

  • Bachelor’s Degree
  • Minimum of 10 years of experience in managing partners within the IT industry in China
  • Security experience will be a plus
  • Excellent communication and presentation skills
  • Attention to details, thoroughness and high level of accountability
  • Fully conversant with SFDC, MS Office Applications and other bespoke corporate Aps as needed
  • Organized and pragmatic in approach to tasks and targets
  • Willing to learn new messaging and able to incorporate this into new Partner training and messaging
  • Flexible, creative and able to adapt quickly in a dynamic and changing environment
  • Ability to speak and write in English

 

JOB ID: 1152

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