The Global Director, Strategic Partnership is responsible for developing and managing the global relationships with Amazon and Microsoft marketplace and driving incremental business for Cofense, by leading and growing the channel resources to achieve profitability sales, partner satisfaction, and growth objectives.
Additionally, This role drives sales of software solutions to OEM clients. This role involves identifying potential OEM partners, understanding their needs, and promoting software products that complement their hardware/tech stack offerings. The ideal person will be able to bridge the gap between Adlib solutions and the OEM client base by working closely with technical teams to ensure the software solutions meet client requirements and negotiate terms to close deals.
Essential Duties/Responsibilities
- Strategically manage the Amazon Marketplace relationship, establish Cofense products on the marketplace
- Collaborate with the global Sales Leadership team to build/develop the channel strategy for Commercial Sales.
- Collaborate with Regional Sales Managers to define and implement engagement strategies for their Regions.
- Work with Cofense operations to integrate the marketplaces into Cofense’s finance, legal and operational requirements
- Maintain /update partner discount schedule and develop Spiff programs to drive incremental revenue and partner satisfaction.
- Identify and target potential OEMs that primarily serve life sciences, insurance and manufacturing clients to position Cofense solutions as an offering within their tech stack or as a separate addition to the tech stack. It is critical that the ideal candidate have previous relationships with OEMs and a track record of success in positioning these deals.
- Develop and implement strategic sales plans to achieve sales targets and expand the customer base.
- Conduct market research to identify new business opportunities and industry trends.
- Build and maintain strong relationships with existing and potential OEM clients to ensure the mutual success of these partnerships.
- Understand client needs and provide tailored software solutions to meet their client requirements, build a joint value prop, and to champion the support/activate these relationships post-close.
- Act as the main point of contact for OEM clients, ensuring high customer loyalty and innovation across the joint offering.
- Prepare and deliver compelling sales presentations and product demonstrations in collaboration with Adlib’s tech teams to OEM clients. Champion innovation inside of Adlib to accelerate our OEM route to market
- Negotiate pricing, terms, and conditions of sales agreements with OEM clients. Experience with driving ELA style agreements with OEMs is ideal.
Enablement:
- Collaborate with cross-functional teams to ensure the partners are equipped to sell and position Cofense’s solutions delivering exceptional customer experiences.
- Collaborate with technical teams to address client questions and concerns about software integration.
- Drive key partner enablement and ensure program compliance.
- Work with partners to build professional services or value-added differentiation with integrated technologies.
- Maintains high partner satisfaction ratings that meet company standards.
- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
- Work closely with the marketing, and product team to develop promotional materials and campaigns targeted at OEM clients.
- Coordinate with product development and technical support teams to ensure client needs and issues are resolved promptly.
- Partner with the product development team to accelerate integration into strategic OEM tech stacks in addition to providing insight on market trends and client needs
- Prepare and review contracts, ensuring compliance with company policies and client requirements.
Joint Business Planning:
- Work closely with partners creating joint business plans/partner account mappings aligned with both organizations’ goals.
- execution of plans with proactive management and follow-up.
- Establish and track key performance indicators (KPIs) measuring the success of partner initiatives.
- Provide thought leadership and innovative Partner GTM strategies to accelerate growth.
- Maintain accurate records of sales activities, client interactions, and sales pipeline using CRM software.
- Prepare regular sales reports and forecasts for management.
- Analyze sales data to identify trends, track performance, and develop strategies for improvement.
Sales and Revenue Growth:
- Drive incremental revenue growth through partners, identifying and capitalizing on joint business opportunities.
- Establish partner service offerings and measure revenue growth across offerings.
- Develop strategies to increase partner-initiated opportunities and pipeline.
- Collaborate with the sales team to develop and execute co-selling strategies with partners including Joint Business Plans.
- Experience with partner forecasting developing internal processes and prowess driving forecast accuracy with partner business.
- Meet assigned targets and objectives by driving profitable sales volume through assigned partner accounts. (This role is both revenue and MBO based)
- Ability to leverage available data, metrics, and trends to proactively manage the business.
Knowledge, Skills and Abilities Required
- Ability to travel 30% in the US.
- Excellent written and verbal communication skills
- Has or build partner executive relationships with key partners.
Education and/or Experience:
- +5 years of proven experience in public sector/commercial channel leadership.
- +7 years of proven successful experience with partners including Amazon, Microsoft, resellers, distributors, or GSIs in SaaS technologies. Preferably within the cybersecurity sector
- Able to build trust and influence executive level relationships internally with excellent communication, negotiation, and interpersonal skills.
- Bachelor’s degree in business, marketing, or a related field preferred
- A technical background is ideal in order to quickly gain in-depth knowledge of the OEM offering to position Adlib’s value to the OEM products and their applications.
- Disclaimer-
The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.Cofense is committed to equal employment opportunity.
We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.
