Partner Acquisition Manager - HCLSoftware

📋 Description

• • Own the full partner acquisition lifecycle for HCL Software’s Enterprise Security portfolio across the United States. You will research, map, prioritize, and recruit dozens of net-new MSPs, regional system integrators, and specialized cybersecurity consultancies, turning them into revenue-generating allies.
• • Translate each prospect’s business model—how they package services, price offerings, and monetize recurring revenue—into a clear, quantified value story that positions HCL’s application-security, endpoint-management, and DevSecOps solutions as profit engines rather than shelf-ware.
• • Build a predictable recruitment pipeline using data-driven targeting: identify security gaps in partner portfolios, benchmark competitive incumbents (Snyk, Veracode, Checkmarx, Tanium, etc.), and craft hyper-relevant outreach that sparks first conversations and secures executive sponsorship.
• • Run consultative discovery workshops with C-suite, practice leads, and technical architects to co-design joint go-to-market plans, service bundles, and co-marketing campaigns that accelerate time-to-first-deal and lock out competitors.
• • Architect and negotiate tiered partner agreements that balance discount structures, market-development funds, and performance gates, ensuring mutual accountability and rapid scale without channel conflict.
• • Orchestrate cross-functional “SWAT” teams—product marketing, sales engineering, channel ops, and finance—to deliver crisp onboarding sprints: technical accreditation, demo environments, battle cards, pricing calculators, and first-reference architectures embedded into partner delivery methodologies.
• • Co-sell the first 3–5 deals side-by-side with partner sellers, acting as quarterback to navigate complex enterprise procurement cycles, demonstrate economic impact, and transfer tribal knowledge so partners become self-sufficient hunters within 90 days.
• • Establish a joint success rhythm: monthly pipeline councils, quarterly business reviews, and real-time dashboards that track sourced pipeline, influenced revenue, attach rates, and services attach margins—pivoting tactics quickly when KPIs slip.
• • Evangelize HCL’s security vision at regional partner summits, cybersecurity roadshows, and virtual webinars, converting attendees into qualified prospects and nurturing existing partners with thought-leadership that keeps us top-of-mind.
• • Feed market intelligence back into product management—competitive gaps, pricing pressure, emerging compliance mandates—so roadmap decisions stay aligned with partner profitability and customer demand.
• • Mentor junior channel colleagues on best-practice partner engagement frameworks, deal coaching techniques, and conflict-resolution playbooks, raising the bar for the entire ecosystem team.
• • Travel up to 25 % across the US to run on-site partner strategy sessions, customer executive briefings, and field marketing events, ensuring face-to-face trust in an increasingly virtual world.
• • Thrive in a fast-moving, high-ambiguity environment where priorities can shift overnight; you will juggle 15–20 concurrent recruitments while still closing the quarter’s top three strategic alliances.