Responsibilities 

* Support the AlienVault partner program to all/assigned channel partner(s) in their designated region. This includes, but is not limited to; communication to and from the community, the launch of initiatives and execution.

* Partner with Channel Account Managers to provide support to regional/assigned AlienVault partners to ensure their ability to effectively represent and transact opportunities.

* Educate and communicate with regional/assigned partners the current/future AlienVault programs (plays) designed to help build and close the opportunity.

* Partner with the channel marketing team to plan, create and execute marketing programs that leverage the Partner Investment Funds for their channel partner network.

* Work with Distributors in identifying co-marketing activities that provide the most ROI for their funds and align with growth initiatives for their markets.

* Analyze channel partner capacity throughout their region to identify gaps and create targeted channel recruitment activities. Perform analysis of channel partner mix by focus/specialty and develop a plan to ensure recruitment efforts target correct mix of partners. Analyze trends and make recommendations to ensure future planning needs are met.

* Facilitate communication with sales and product management (PMM) to ensure efforts are aligned with objectives.

* Conduct Quarterly Business Reviews with channel partners to track performance against the plan, identify opportunities, highlight challenges and set both strategic and tactical goals. Conduct periodic audits on partner effectiveness and engagement.

* Act as a point of contact/relationship manager for all assigned/focused partners in the region. Drive and facilitate active growth partners through the appropriate alignment of resources.

 Qualifications

* Must have 3 to 5 years’ experience maintaining and developing partner relationships.  Experience with a two-tier channel model. Exceptional relationship building skills.

* Verifiable experience supporting large national resellers (i.e., SHI, ePlus, Optiv, Softchoice, etc)

* Ability to support partners remotely (some travel required, but, primary interaction is phone based)

* Experience selling value based technology (non-commodities)

* Significant knowledge and experience using Salesforce.Com to interact and track partner activities.

* Familiar with a variety of industry concepts, practices, and procedures as well as specific knowledge in the security and threat detection market space with a specific emphasis on strategy development and execution.

* Work experience at software/hardware vendor that engages with the two-tier channel and a demonstrable knowledge of distribution channels and how they work.

* Understanding of key business metrics that drive a partner’s strategic decisions.

* Experience in a high growth/fast paced environment with diverse working cultures.

* Knowledge and a working understanding of various research techniques and tools.