Partner Manager

📋 Description

• • As a Partner Manager at Trellix, you will be at the forefront of driving cybersecurity solutions through a robust and dynamic channel ecosystem. This pivotal role is designed for a motivated and results-oriented individual to cultivate and expand revenue streams by strategically engaging, enabling, and managing a dedicated portfolio of channel partners. Operating within an inside sales framework, your primary focus will be on accelerating partner-led business by meticulously supporting pipeline development, ensuring seamless deal registration, fostering partner activation, and upholding program compliance.
• • Your core responsibility will involve the proactive management of a designated territory of channel partners. This entails establishing and maintaining regular communication cadences, including critical calls to review sales pipelines, forecast accuracy, and collaborative growth strategies. You will be instrumental in onboarding new partners, ensuring they are fully equipped and activated within the Trellix ecosystem. A key aspect of your role will be to guide partners through program updates, manage rebate and incentive programs, and ensure adherence to all compliance requirements, thereby maximizing their engagement and success.
• • Success in this role is directly tied to your ability to foster pipeline and revenue growth. You will be tasked with building and actively managing both partner-sourced and partner-led sales pipelines. This involves closely tracking progress, influencing forecast accuracy, and ensuring timely closure of deals. You will play a crucial role in supporting upsell, cross-sell, and renewal motions, identifying opportunities to deepen partner relationships and expand Trellix's market penetration.
• • The ideal candidate will possess a strong understanding of channel sales dynamics, particularly within the enterprise technology, cybersecurity, or SaaS sectors. Familiarity with established partner programs and various deal registration models is essential for navigating the complexities of channel sales. Proficiency in Customer Relationship Management (CRM) tools, with a preference for Salesforce, will be vital for managing partner interactions and tracking sales activities effectively.
• • Exceptional communication and stakeholder management skills are paramount. You will need to articulate Trellix's value proposition clearly, build strong rapport with partners, and effectively manage expectations across various levels of partner organizations. The ability to influence without direct authority will be a significant asset in driving partner performance and achieving shared objectives.
• • While fluency in English is a mandatory requirement, proficiency in an Asian language will be considered a significant advantage, enabling deeper engagement with partners in diverse regional markets. This role offers a unique opportunity to contribute to Trellix's mission of redefining cybersecurity and to grow your career within a globally recognized leader in the industry. You will be part of a company that values diversity, inclusion, and employee well-being, offering a supportive and dynamic work environment.
• • The Partner Manager will be responsible for identifying and nurturing strategic relationships with key partners, understanding their business objectives, and aligning Trellix's offerings to meet their needs. This involves conducting regular business reviews, developing joint go-to-market plans, and providing partners with the necessary resources and training to effectively sell Trellix solutions. You will act as the primary point of contact for partners, addressing their inquiries, resolving issues, and ensuring a positive and productive working relationship.
• • Furthermore, you will be expected to stay abreast of market trends, competitive landscapes, and emerging threats within the cybersecurity domain. This knowledge will enable you to provide valuable insights to partners and to tailor strategies that capitalize on market opportunities. Your contributions will directly impact Trellix's market share and revenue growth, making this a highly visible and impactful position within the organization.
• • The role demands a proactive approach to identifying new business opportunities within the partner channel. This includes prospecting for new partners, evaluating their potential, and developing strategies for their successful integration into the Trellix partner program. You will also be responsible for managing the performance of existing partners, setting key performance indicators (KPIs), and providing feedback and coaching to help them achieve their targets.
• • Collaboration with internal teams, including sales, marketing, and technical support, will be crucial. You will work closely with these departments to ensure that partners receive the necessary support and resources to succeed. This cross-functional collaboration will help to create a unified approach to partner management and to maximize the effectiveness of channel programs.
• • Ultimately, the Partner Manager will be a key driver of Trellix's channel strategy, contributing to the company's overall success by building a strong, loyal, and high-performing partner network. This role offers a challenging yet rewarding career path for individuals passionate about cybersecurity and channel sales, with ample opportunities for professional development and advancement.