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Form of workDirector, Strategic Global Managed Service Delivery Partners
REMOTE
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 17,000 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 17,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visitwww.egnyte.com.
About The Role
Egnyte is expanding its partner sales organization, resulting in a unique opportunity for a leader to put your existing Managed Service and Service Delivery partner relationships to work for an industry leading company that is transforming its GTM to a partner-first mentality. If you are a strong partner sales professional that loves building business units within established companies and have strong leadership experience - this role is for you!
We are looking for a leader who is willing to be a player-coach while building out and leading a team of partner sales managers who drive revenue through Egnyte's top tier Managed Service and Service Delivery Partners. This is a new leadership role reporting to the VP of the Global Partner Sales Organization.
In this role, you will be responsible for a new group of partners within the Egnyte partner ecosystem. You will enhance the company's current MSP strategy and lead a team that will be a key sales accelerator for Egnyte. You bring to Egnyte established credibility and the trust of key top tier Managed Service and Service Delivery Partners. You have relationships that will drive partner wallet-share in Egnyte. You will manage a team responsible for execution of all aspects of partner management including partner recruitment, enablement, strategic partner planning, on-going partner management, and co-selling into end-customer organizations with resellers and/or influence partners.
As a leader in the Partner Sales organization, you will be expected to build trust, credibility and relevance with Egnyte's end user sales teams. Therefore, experience in customer sales to coach partners in selling Egnyte technology would be helpful. You will work with Egnyte Sales Managers to develop and evangelize the partner's value in terms of accelerating Egnyte's overall sales performance.
What You Will Do
- Build and lead a Managed Service and Service Delivery Partner Sales organization
- Own and drive Managed Service Delivery partner strategy, forecast, bookings and revenues
- Own a sales quota, and act as quarterback for the Managed Service Delivery partner business- driving a comprehensive territory plans that identify and onboard new go-to partners as well as develop existing key strategic partners
- Lead your team to work closely with key partners to integrate Egnyte into their practices, as well as working within the partners' organization and executive leadership to make Egnyte their trusted partner.
- Be responsible for ensuring that our solutions are used or embedded at the core of partners' digital transformation platforms.
- Build strong relationships across key partner stakeholders to strengthen the partnership.
- Work cross-functionally with Egnyte key stakeholders and build a "one-team" attitude across all extended team members
- Build capacity, capability, and collaboration within a portfolio of Partners to achieve partner loyalty and drive partner wallet-share
Who You Are
- 10+ years experience leading a Managed Services, Service Delivery, or GSI partner team, with existing partner relationships
- Hard working, self-driven and highly motivated individual with great team spirit
- Motivated by driving indirect/influence revenue with a record of quota over-achievement
- Deep commercial experience encompassing revenue and margins
- 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
- 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%)
