Sr. Partner Manager - Federal Alliances

The Sr Partner Manager is a key role within the Federal Operations team responsible for maintaining the corporate relationships for a group of our vendor partners within the Optiv + ClearShark Partner Alliances Ecosystem.
 

Reporting to the SVP, Federal Operations, the Sr Partner Manager is responsible for the overall day to day management of their assigned partners acting as the main point of contact across the whole Optiv + ClearShark organization while supporting the business growth of their partners via product resale and services.
 

How you’ll make an impact

• Oversee and coordinate all aspects of Optiv + ClearShark's relationship with assigned partners.
• Ensure Optiv + ClearShark is maximizing overall profitability using partner reseller programs, including reseller discounts through deal registration, rebate programs, MDF and favorable financial terms.
• Drive all contract negotiations with partners alongside the Optiv + ClearShark Legal team including reseller and service agreements.
• Prepare and present required data for Executive Business Reviews for Optiv + ClearShark Leadership as well as regular cadence meetings with assigned partners.
• Work with partner to identify new areas of opportunity for Optiv + ClearShark growth and mutual success and develop business plans that include:
  • Strategy to initiate and build growth and awareness within Optiv + ClearShark Sales.
  • Identifying opportunities to develop service offerings using partner technology.
  • Programs to drive demand in conjunction with the Optiv + ClearShark Marketing teams.
• Work in conjunction with the Optiv + ClearShark Partner Operations team, to ensure all program information is up to date in Sales Force including, maintaining field partner rosters, managing Partner contacts, maintaining Partner certifications along with any other partner information relating to the partnership.

• Function as the go to point of escalation and control for issues and conflicts of all levels of the relationship.
• Manage, maintain, and develop the Optiv + ClearShark Authorized Alliances Program and supervising all partner coordinators aligned supporting the program.
• Act as a partner advocate to all Sales teams for the assigned Partner(s).
• Manage Optiv + ClearShark’s presence on partner websites.
• Perform other duties as assigned.

What we’re looking for 

• Bachelor’s Degree from four-year college or university.
• At least 5 years’ experience managing Federal segments of relevant Partners.
• Strong understanding of information security industry required, to include knowledge of leading industry vendors and products.
• Ability to work independently and exhibit strong time management skills.
• Excellent communication and partnership skills, including the ability to listen and communicate effectively with all partners.
• Self-starter with the ability to work in conjunction with multiple Vendor Partner Managers/Vendor Channel Managers and Optiv + ClearShark account executives.
• Overall attention to accuracy and detail with regards to rebate negotiations and reports to executive management, documentation of events and meetings, spiffs, partner negotiations, and all written and verbal communication.
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