Director of Strategic Alliances - VAR
Job Type:
Full-Time, Exempt, Salary + Commission + Options
Location:
Scottsdale, AZ; on-site
Job Description:
As the Strategic Alliances Director for VARs, you will serve as the front-line leader for our business partnership with Value Added Resellers. You will be accountable for management, growth, and maximizing revenue of Lumifi’s channel business ensuring assigned clients receive the highest level of quality service and support.The primary function of this role is to accelerate the growth of sales. The successful candidate will be eager, persuasive, and well organized with the highest ability to build relationships in the VAR ecosystem to grow Lumifi’s footprint providing a wide array of Security Services in the market.In this position you will be responsible for not only contributing to the company’s strategic alliances strategy, but also launching and scaling the company’s business development/partnership initiatives across the US within this market segment.This is an individual contributor position but will be part of the Partner Team and will have support from Marketing resources and partner with the Field Sales team to achieve the target results of this This position requires motivation and a proven track record of defining, executing, and successfully scaling up our overall Channel sales strategy.
This position is located on-site at our Scottsdale, AZ office.
Field Engagement:
- Own the revenue target for partnership, (Key performance metrics- Lumifi MDR services revenue, marketplace, cosell) and build joint pipeline.
- Forge relationship with Field Sales and Business Units leaders within Value Added Reseller partners to promote collaboration with our collective customers.
- Work very closely with Lumifi client teams, Partner sales teams and customers to evangelize Lumifi solutions.
- Execute GTM plans, including sales plays and co-sell motions with VARs.
- Engage strategically with Lumifi leaders and solution teams to define joint solutions, build new areas of business, and successfully lead cross-functional initiatives.
Role:
- KPI Accountability: Account Engagement, Revenue Growth, Pipeline Generation
- Creating and executing the strategic alliance’s program strategy, tactics, and targets
- Ongoing work/practice as an ambassador of the company’s value prop and position in the value chain within the strategic partner targets
- Building key relationships at the appropriate partner levels, with the goal of not only establishing a long-term partnership, but also engaging with opportunities for the company’s services alongside Field Sales Team; this will be an ongoing activity in this role
- Setting up kickoff/handoff meetings between Strategic Partners, enterprise opportunities, and the company’s Sales Organization, all captured in Salesforce
- Once the company is anchored within these large opportunities via the strategic partner, this role will strategize with Field Sales on the engagement strategy and account plan to win the business
Qualifications:
Knowledge:
- Strong knowledge and understanding of cyber security and IT Security industry and trends.
- Proficiency in using Computer and Microsoft Office applications (Word, Excel, Access, Outlook), and Internet.
Skills:
- Must have good customer service skills and be able to apply tact, diplomacy, reason and logic; strong communication skills to assist internal and external customers; skills in business math, interpersonal relations, judgment, and listening.
Abilities:
- Ability to read, analyze, and interpret cyber security periodicals; effectively present information and respond to questions from groups of managers, clients, and customers; creatively solve complex business issues for customers
Requirements:
- 6+ years selling security and MSS / SaaS type solutions
- Bachelor's degree or recognized equivalent experience with a concentration in management, marketing and sales and five (5) years industry experience
- Verifiable track record of building past VAR strategies, positioning cybersecurity/SOC solutions.
- Strong established relationships in territory.
- CRM experience, strong MS Office Skills, with advanced presentation skills with proficiency in PowerPoint and strong group presentation skills.
- Highly motivated, organized, self-starter who thrives in a fast paced environment.
- Ability to travel to client/customer sights and to attend events and conferences as needed
Certificates, Licenses, Registrations:
- Must have valid drivers license issued by the state in which they reside and proper automobile registration
- Proof of insurance for personal automobile liability with limits no lower than the financial responsibility limits
Benefits Include:
- Health Insurance 80% paid by employer
- Dental Insurance 80% paid by employer
- Vision Insurance 80% paid by employer
- Sick, Vacation, and Holiday leave
Lumifi Cyber welcomes and encourages diversity in our workplace. All qualified applicants will receive consideration for employment without regard to race color, religion, sex, sexual orientation, gender identity, national origin or disability.All candidates must be eligible to work in the U.S. for any employer.
