Vice President, Channel Partners & Alliances EMEA
2 Months ago • 15 Years +
Job Description
Saviynt is seeking a Vice President, Channel Partners & Alliances for EMEA to lead the partner organization and drive growth through key alliances. The role involves developing and executing the EMEA partner strategy, meeting revenue goals, identifying new market routes, and fostering a partner-first culture. The ideal candidate will be responsible for assessing and improving engagement processes, creating metric-driven partner plans, managing a geographically dispersed team, and collaborating with internal leadership to ensure success in competitive positioning and market awareness. This position requires a highly analytical and process-driven executive with a proven track record in scaling enterprise SaaS software companies and building world-class sales teams.
Good To Have:
- Experience in building innovative models and scaling down
- Ability to serve in a hands-on capacity
- Exceptional interpersonal, verbal, and written communication skills
- Willingness to travel domestically and internationally
- Inspirational leadership and strong executive presence
- Track record of overachieving business goals and quota attainment
- Ability to collect and identify patterns/trends in data
- Ability to evaluate current partner network and make recommendations
Must Have:
- Minimum 15 years of Enterprise Sales experience
- Proven track record managing and scaling partner organizations
- Experience as SVP, GM, or VP in high-growth enterprise SaaS
- Highly instrumented and analytic executive
- Process-driven with quantitative approach
- Dynamic executive with strategic and tactical abilities
- Strong leader and motivator
- Ability to build, lead, and coach an EMEA partner sales team
- Experience negotiating complex commercial deals
- Ability to build trusting, collaborative relationships
Saviynt is an identity authority platform built to power and protect the world at work. In a world of digital transformation, where organizations are faced with increasing cyber risk but cannot afford defensive measures to slow down progress, Saviynt’s Enterprise Identity Cloud gives customers unparalleled visibility, control and intelligence to better defend against threats while empowering users with right-time, right-level access to the digital technologies and tools they need to do their best work.
Reporting to the SVP Global Partners & Channel Chief, the VP of EMEA Partnerships and Channels will serve as the leader for the EMEA Partner organization and represent Saviynt with key partner/alliance relationships across EMEA. This role will be responsible for driving the strategy and execution of the EMEA partner business and initiatives and will ensure short and long-term expansion, including setting the strategic direction to meet revenue goals, while identifying and pursuing new partner streams and routes to market in conjunction with the EMEA Sales Leadership Team. Saviynt has a partner-first culture and views our partner community as an extension of the company. The growth and advancement of our partner organization is a key driver to the success of the company. This role needs a strong, experienced leader that will take our EMEA partner organization to the next level.
The next generation of Identity Security requires partners that can deliver on the transformation necessary to improve a customers Identity security posture across many different identity types and integrations. Driving Saviynt’s growth strategy through these partners is a critical element of this role.
WHAT YOU WILL BE DOING
- Lead the EMEA Partner organization to drive growth with identified top-tier partner alliances. This will include the nurturing and development of new alliance partners into the core network.
- Lead by the numbers in a purposeful way. Assess and improve upon current engagement processes, methodologies, structure, and associated discipline.
- Create and execute short- and long-term partner plans, including strategies, programs, goals, quotas, tracking mechanisms, and analytics. The ultimate goal is to build a highly metric-driven and predictable team.
- Propose & implement necessary adjustments to optimize performance and build/refine the infrastructure to facilitate ambitious & exciting growth.
- Manage a team across multiple geographies including team structure, hiring, performance assessment, coaching and feedback, team succession planning, and training.
- Work closely with Executive Leaders, Sales, Marketing, Enablement and the Product Organizations to create a strong and collaborative partnership that will ensure success in competitive positioning, market awareness, and execution.
- Assess and improve upon current engagement processes, methodologies, structure, and associated discipline. Create and execute short and long-term partner plans, including strategies, programs, goals, quotas, tracking mechanisms, and analytics.
- Drive partner director alignment in the regional EMEA sales teams. Participate in the sales opportunity reviews and reach out and collaborate with the Partner Directors, Regional Sales VPs and Account Executives.
- Use experience and creativity to create, analyze and execute lead-generation programs across all partner types.
WHAT YOU BRING
- Minimum 15 years of Enterprise Sales experience with a compelling and verifiable track record of success managing and building/scaling a critical partner organization. Previous experience as SVP, GM, or VP for a high-growth enterprise SaaS software company.
- Highly instrumented and analytic executive for the enterprise in multiple verticals.
- Process-driven with the ability to use a quantitative approach to apply business insights to partner sales.
- A dynamic executive with the ability to strategically build innovative models combined with the tactical ability to execute. Has seen a growth journey but has the ability to scale down. A strong leader & motivator with proven success in building a world-class sales team with proven, repeatable methodologies.
- Ability to lead and serve in a hands-on capacity on projects as well as serve as the connective tissue between Revenue Org, marketing, and customer success.
- Exceptional interpersonal, verbal, and written communication skills.
- Willingness and ability to travel, both domestically and internationally.
- Inspirational leadership, strong executive presence. Successful leadership track record in overachieving business goals and quota attainment success.
- Ability to envision, develop, document and execute partner plans through a geographically dispersed partner and sales team. Demonstrated ability to build, lead and coach an EMEA partner sales team.
- Experience negotiating complex commercial deals, including services, reseller, and co-sell agreements.
- The ability to collect information and identify fundamental patterns/trends in data. This includes the ability to gather, integrate, and interpret information from several sources.
- The ability to build trusting, collaborative relationships and rapport with different types of people and businesses. This includes delivering on commitments and maintaining confidential information, as well as being approachable, showing interest in the other person, and relating well to people regardless of personality or background.
- Ability to assess the current network of Partners and evaluate net-new relationships, make recommendations and execute against those recommendations.
If required for this role, you will:
- Complete security & privacy literacy and awareness training during onboarding and annually thereafter
- Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as (but not limited to):
> Data Classification, Retention & Handling Policy
> Incident Response Policy/Procedures
> Business Continuity/Disaster Recovery Policy/Procedures
> Mobile Device Policy
> Account Management Policy
> Access Control Policy
> Personnel Security Policy
> Privacy Policy
Saviynt is an amazing place to work. We are a high-growth, Platform as a Service company focused on Identity Authority to power and protect the world at work. You will experience tremendous growth and learning opportunities through challenging yet rewarding work which directly impacts our customers, all within a welcoming and positive work environment. If you're resilient and enjoy working in a dynamic environment you belong with us!
Saviynt is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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