Sr. Manager - Partner Management

This position will be fully remote and can be hired anywhere in the continental U.S

Partner Alliance Mission at Optiv

Optiv’s Partner Alliance Organization supports Optiv’s overall strategic goals by actively managing partners and distributors in a way which aligns with broad-based client security solution needs. 

The Partner Team does this in a way that prioritizes and focuses resources on those partners indicated by senior Optiv leadership as critical to Optiv growth through meeting customer needs.

The Role of Sr. Manager, Partner Management

The Sr. Manager of Partner Management is a crucial role within the Partner Alliances team responsible for overseeing the corporate relationships for a key group of vendor partners within the Optiv Partner Alliances Ecosystem and will manage a multi-functional Partner Management team. The Sr. Manager of Partner Management will define workflows and processes for their teams to reach the overarching objectives of the Partner Alliances Organization.

The position of Sr. Manager, Partner Management helps in the identification, recruiting, hiring, training, managing, and retaining of Partner Managers to support the overall Optiv strategic direction as defined by Optiv senior leadership.

How you’ll make an impact

• This position will hold supervisory responsibility for up to 8 direct reports. Autonomous decision-making to achieve strategic corporate team and defined partner management organizational goals

• Manage partner conflicts while upholding Optiv's brand

• Responsible for managing multi-disciplined teams in Partner Management as backup to Partner Alliances leadership

• Leads efforts with multiple Optiv departmental initiatives (Marketing, Services, Revenue Operations)

• Identify, recruit, and hire potential partner managers

• Train partner managers to ensure a unified, profitable, and scalable business

The Sr. Manager of Partner Management will ensure their team of Partner Managers:

• Maximize 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 Legal team including reseller and service agreements

• Prepare and present required data for Executive Business Reviews for Optiv Leadership as well as regular cadence meetings with assigned partners

• Work with partner to identify new areas of opportunity for Optiv growth and mutual success and develop business plans that include: Strategy to initiate and build growth and awareness within Optiv Sales; Identifying opportunities to develop service offerings using partner technology

• Work in conjunction with the Optiv 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 

• Build business cases and forecasts to meet partner certification requirements

What we’re looking for

• Bachelor’s Degree (B.A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience required

• Sales certifications for assigned partners will be expected within the first quarter of partner assignment unless alternative arrangements are made with supervisor

• At least 10 years' experience operating in a partner function within a value-added reseller organization.

• Strong understanding of information security industry required, to include knowledge of leading industry vendors and products

What you can expect from Optiv

• A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.

• Work/life balance

• Professional training resources

• Creative problem-solving and the ability to tackle unique, complex projects

• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.

• The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.

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