Partner Development Manager, Workspace Security

Why Join Us?

This role gives the opportunity for a positive and business orientated Partner Development Manager to grow the business for a Gartner, Forrester, Omdia and Gigaom leading Workspace Security solutions with a set of focused partners in Central Europe.

You will have the opportunity to use your Channel management & Business Development skills to execute our GTM strategy to make an impact to the market through our key and strategic partners. You should be knowledgeable about the channel ecosystem and dynamics of the Workspace Security market.

You are required to be a team player to establish excellent working relations with the internal teams as well as with the assigned Partners.

If you are a driven, partner-focused professional with a passion for building impactful relationships and accelerating growth, this is your opportunity to make a real difference. Join us and be part of a dynamic team shaping the future of Workspace Security.

Business

• Execute a joint business plan with Check Point Channel Account Managers and their key partners.
• Be accountable for the success of the partnership through achievement of business objectives, including revenue goals, upskilling of partners, driving joint GTM initiatives and demonstrating year on year growth with the assigned partners.
• Work with the assigned partners in increasing the coverage, expanding partner capacity and increasing partner capability through enablement and activation.
• Own the action for effective utilization of MDF & Co-op investment for joint GTM & demand generation. Drive partner loyalty & mutual trust through continuous liaison & demonstrated joint success. Scope and prioritize joint marketing activities based on business and customer impact.
• Co-ordinate sales and technical workshops for workspace. Ensure continuous interlocks between the Check Point and Partner sales and technical teams.
• Develop / execute product pricing and positioning strategies
• Responsible for driving overall expected revenue targets through the assigned partners as well as exceeding the pre-defined qualitative business parameters. Help Partner sales and presales teams on their pipeline creation & progression.

Operations

• Regular (weekly) review of partner performance and activities to deepen joint execution. Maintain & facilitate Executive connects
• Overall Ownership of the workspace business within assigned partners, including revenue and pipeline management.
• Manage transactional efficiencies and order cycles.
• Maintain Operational Hygiene, cadence protocols, QBRs, sales interlocks, etc.
• Help partners address customer queries and ensure customer satisfaction. Front end sales cycles jointly with partners wherever required and own the business through the white space accounts of the assigned partners.

Qualifications

• 5-10 years experience in cyber security, with the majority coming from a workspace (email security preferred) background and channel. Direct sales is an added advantage
• Proficient in English. Excellent written and verbal communication skills
• Be able to work in a fast paced business environment. Team Player with excellent relationship building skills. Skilled at working effectively with cross functional teams
• Results orientated.
• Strong presenter
• Strong problem-solving skills
• Strong negotiator