Sr. Director, Partner Programs, Strategy & Operations
Optiv
Operations
Leawood, KS, USA
Posted on Dec 24, 2024
This position will be fully remote and can be hired anywhere in the continental U.S.
The Sr. Director, Partner Programs, Strategy & Operations is responsible for the overall design and build of the Optiv Partner Program. The team’s purpose is to ensure profitability and accelerate Optiv’s overall business growth with its partners via product resale, professional services and solutions sales. This position reports to the Senior Vice President, Partners and Alliances and is measured on the overall growth and profitability of all Optiv business, both product resale and services/solutions, with the designated partners.
How you’ll make an impact
Design a new partner program to drive focus on select partners with structured MOU/Big Bets. Will be measured by rebate capture for focus partners
Develop Low/No Cost model for transacting long tail partners. Maximizing profitability
Manage a structured business planning and PMO organization for the partners org
Lead partner operations team to drive efficiency and best in class partner experience
Lead with trust, transparency and accountability. Ensure an inclusive and collaborative environment
Build and Maintain relationships with partner Channel Account Manager(s), Channel Executives, Sales Executives, etc.
Formalize Quarterly Business Reviews to review progress and build plans for growth
Collaborate strategically across Optiv’s leadership. Marketing, Sales, Services, Solutions, etc
Negotiate rebate program/structure with partners, track quarterly progress and communicate to Operations and Executives
Understanding Partner product differentiators to help identify training gaps and enable them to prepare & deliver training and analyze effectiveness
Manage partner certification requirements
Collaborate with Revenue Operations on tools development for partner portals and demand gen tools. Coordinate OMS for partner view
Remain informed on industry trends, new product introductions and technology, using it to continuously improve knowledge and performance
This role will manage a team of partner operations and program management employees and contractors. Will understand how to build and lead offshore teams
Cross functional partner and communicator to Optiv’s salesforce on all partner programs
What we’re looking for
15+ years of experience in the cybersecurity, technology, software, services or Information Security market in a Sales, Channel, and/or Business Development leadership capacity, with 6+ years of experience running national teams
Proven track record and multi-year experience of managing large, complex, global, sales-oriented relationships of $200M/year or greater
Proven track record and multi-year experience managing a total portfolio of $2.5B+ in TTM revenue
Experience and knowledge of the Security and Networking market and competition
Demonstrated knowledge and understanding of manufacturer, reseller, and solution provider ecosystems and the dynamics of the supply chain from vendor to customer
Proven track record of building and executing complex strategic sales plans
Working knowledge and/or experience in selling consulting services
Working knowledge and/or experience in selling solutions to channel companies
Working knowledge and/or experience in selling OEM and/or subcontracting programs
History in building and presenting internal business investment plans and models
Experience with forecasting and maintaining sales data in a CRM
Strong presentation, written and verbal communication skills at executive and functional levels
#LI-SM1
What you can expect from Optiv
- A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv is an equal opportunity employer (EEO). All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.
Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities. For additional details on how Optiv uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.
