MANAGER OF STRATEGIC PARTNERSHIPS

[BECOME A KNIGHT IN CYBER ARMOR]

Overview

Title:

Manager of Strategic Partnerships

Supervisor:

Director of Business Development

Status:

Full-time

Start Date:

Immediately

Travel Requirements:

As needed

Position Description

GreyCastle Security prepares and protects clients from emerging cyber threats. We are working to create a future in which cyber threats are minimized and we can all safely operate, free from fear and compromise. Ultimately, we ensure that we’re protecting our clients now and into the future. To support our mission the Manager of Strategic Partnerships is the key leader responsible for establishing the strategic direction of the Partner Program and working cross-functionally to deliver client success, meet corporate sales goals, develop resilient long-term relationships with partners and develop members of the Strategic Partner team

The sales team at GreyCastle Security is built on a Solution-Based Sales approach. Our salespeople and sales managers differentiate, sell value, and are viewed as Trusted Advisors. A critical component of their success hinges on the ability to connect with our ideal clients through leads generated by our Referral Partners, Influencers and Strategic Alliances. The Manager of Strategic Alliances is responsible for the recruitment, on-boarding, training, and expansion of GreyCastle relationships with new and existing members of the Partner Program.

As the Manager of Strategic Partnerships, you have full control over the program and team members within the company’s budget with significant leadership responsibilities.

Position Description:

The Manager of Strategic Partnerships leads the recruitment, on-boarding, maintenance, and expansion of GreyCastle relationships with new and existing Referral Partners, Influencers and Strategic Alliances. The Manager manages GreyCastle’s Partner Program and ensures alignment to GreyCastle Vision, Mission, Common Purpose, Brand Promise and growth strategies. The Manager of Strategic Partnerships works closely with the Business Development and Marketing departments and is responsible for exceeding lead generation and sales targets, ensuring program effectiveness, and continuous partner recruitment.

The Manager of Strategic Partnerships represents GreyCastle solutions and services to all Referral Partners, Influencers and Strategic Alliances while proactively preparing and protecting clients from emerging cyber threats.

Position Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    Sales and Revenue Generation

  • Successfully develop and cultivate relationships with global, national, and regional strategic partners and alliances using industry best practices and personal knowledge to meet/exceed assigned monthly/quarterly/annual targets for lead generation and corresponding sales
  • Oversee lead generation flow while working closely with GreyCastle Security Business Development team to ensure timing and quality expectations are met
  • Manage and maintain the Partner Relationship platform and ensure maximum partner adoption and utilization
  • Lead and manage strategic planning processes with Partners to develop performance objectives, financial targets, defined tactics, and critical milestones associated with a productive partner relationship
  • Communication, Collaboration, and Leadership

    Internal to GreyCastle

  • Provides end to end oversight on the leads generated through Partners and Strategic Alliances in coordination with the GreyCastle Security Business Development team
  • Coordinate GreyCastle personnel, including sales, support, service, and management resources, in order to meet partner objectives and expectations
  • Leverage market data provided by Business Intelligence Group to assess the market, adjust strategic direction as necessary and identify potential opportunities to expand the program
  • Provide weekly program activity reviews highlighting performance to plan along with suggested adjustments
  • External to Strategic Partners

  • Working with clients and partners to better understand their needs
  • De-escalating and managing client and partner complaints
  • Improving processes so that client and partner complaints are reduced long-term
  • Expanding the company’s client base and building lasting relationships with them
  • Establishes and cultivates productive relationships through the development of an effective communication process with partners, key leaders and sales personnel.
  • Work in coordination with Product Management to design and implement effective and ongoing partner training opportunities
  • Conduct Quarterly Business Plan review with strategic partners to ensure milestones are being met and partnership is mutually beneficial to both parties. Proactively assesses, clarify, and validate partner(s) needs on an ongoing basis
  • Ensures partner compliance with partner agreements
  • Corporate Responsibility

    Information security is everyone’s responsibility. GreyCastle Security employees are responsible for:

  • Understanding and following GreyCastle Security’s information security policies and procedures
  • Remaining vigilant and reporting any suspicious activity or possible weaknesses in GreyCastle Security’s information security
  • Actively participating in GreyCastle Security’s efforts to maintain and improve information security

Supervisory Responsibility

This position has supervisor responsibility over members of the Strategic Partner team. This position’s responsibilities include: interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Work Environment

This job operates both in a professional office environment and from remote locations (partner offices, home office, and travel locations). This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.

Position Type/Expected Hours of Work

This is a full-time position, and hours of work and days are Monday through Friday, 8:00 a.m. to 5:00 p.m. Some weekends and evenings may be required.

Competencies

  • Collaboration skills
  • Account Management skills
  • Communication Proficiency
  • Organizational and Project Management skills
  • Performance Management skills
  • Sales and Presentation skills
  • Technical Capacity

Required Education and Experience

  • 5+ years of Business Development, Sales or Account Management experience in the technology industry
  • 5+ years of sales leadership experience in the technology industry
  • Preferred experience includes working within channel partner sales programs
  • Understanding of cybersecurity technologies and vendor landscape, including incident response, threat intelligence, and managed detection and response
  • Proficiency with Microsoft Office, including Outlook, Excel, Word and PowerPoint
  • Proficiency with Customer Relationship Management (CRM) applications and principles

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Equal Opportunity Employer

GreyCastle Security is an equal opportunity employer, and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, or protected veteran status, or any other protected factors or classes.

GreyCastle Security is a Drug Free Workplace. All employment offers are contingent on passing a background screening and drug screen test.