Partner Acquisition Manager

About the job

HCL Software is a fast growing, $1B+ software business software business that is expanding and growing their business partner channel. HCL Software is committed to being the #1 Software company in the world. We provide enduring solutions in the e-commerce, marketing automations, endpoint management, application security, low-code solutions and DevOps.

Come join our team

About the Role

The HCL Software Partner Recruit Manager is responsible for overall recruitment of new solution partners like MSPs or Regional System Integrators to further broaden our Enterprise Security Solutions by recruiting enterprise cybersecurity partners. The Partner recruit manager will need to have a cybersecurity solution background with a technical sales background ideally.

Partner Recruit Manager should be tech savvy, have an entrepreneurial mindset of building a book of Partner business over time and promote solutions, business models, profitability and recurring revenue discussions with partners, help uproot the competition. Partner engagement has become crucial in determining channel relationship success.

The PRM will require the ability to research, identify, qualify, sell-to and recruit solution providers.

Understand the Partner's business model and translate how HCL Software's product fit into their business model and how it will generate revenue beyond the license sale.

Articulate HCL Software's enterprise security solutions to appeal to Solution oriented, services partners to be relevant to their business as well as business model.

Recruit Partners:

• Engage partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with HCL Software's to build mutually beneficial account plans.
• Align with senior management both technical and sales to ensure a higher degree of success with the Partner to minimize disengagement.
• Recruits dozens of new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell HCL Software products and services.
• Identifies, engages, onboards, and qualify complex partners with new security solutions to expand their Partner business. Qualifying the wrong partners to go to market with can result in a significant loss of productivity and wasted time.
• Uses a variety of strategies to convey the value of partnering with HCL Software over competitors. Combat competition throughout the selling and account management lifecycle.
• Sells account vision to decision makers and complex partners by aligning overall HCL Software value proposition and value propositions of products, channels, or solutions to the partner's business goals.
• Identifies market opportunities based on security gaps in the Partner's solution portfolio and share emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to technical security architects and solution specialists for assistance as appropriate.
• Ensure our solutions are incorporated into the Partner's reference architecture and not just a catalog item in their portfolio of solutions.

Partner Engagement – Solutioning and Selling:

• Develops and executes strategic partner business priorities for all recruited partners for sales and technical enablement, account targeting, GTM readiness.
• Ability to drive business opportunities from the partner installed base from Net New markets and Existing markets.
• Ability to expand and enhance the partners area of influence in the territory.
• Design and execute Marketing plan for partner and engage in co-marketing events.
• Contribute to partner's enablement program design and execution.
• Communicate the benefits of training, tailors training recommendations to partners on relevant topics, and describes financial benefits associated with the training to assist with partner readiness.
• Set goals with Partners, assist with funding and account planning. Assist Partner with co-selling on their first few deals to get the partner in a transacting and eventually in a self-sufficient state.
• Connect technical teams to help partner build solutions or services that incorporate HCl Software's security solutions.

Partner Engagement - Measuring Success

• Strong in understanding reports and build this into a rhythm with Partners to measure success and pivot where needed if goals are not being met.
• Set goals with Partners, assist with funding and account planning. Assist Partner with co-selling to get the partner to a higher degree of solution maturity.
• Regularly review Pipeline performance and adjust strategies and activities accordingly.

Skills:

• 15+ years of overall experience and at least 10+ years of experience with a Business Partner Sales / Channel Operations. Additional direct sales experience in a role selling with MSP and Solution partners is desired.
• Demonstrated ability to work in a fast-paced environment juggling multiple partner recruit and development activities.
• Experience engaging and influencing senior Business Partner Executives in developing joint go to market initiatives.
• Demonstrated ability in driving partner engagement from the field level up through management layers and from the top down.
• Experience working with partners field sellers through account management, territory management.
• Demonstrated ability recruiting Partners or new business development activities and managing multiple initiatives at any given time.
• Ability to drive teaming between HCL sales teams and Business Partner sales teams on a broad level and on large deals, as needed. Strong familiarity with decision-making processes in enterprise customers to help strategy development on large deals is preferred.
• Understanding of Partner financial models and partner incentive models.
• Self-starter, highly responsible, deadline-oriented, and independent, comfortable with ambiguity and working with higher management and cross functional teams.
• Exceptional written, verbal and listening skills required.
• Able to provide coaching & mentorship to internal teams on best practices in working with business partners.
• Experience solving partner and client issues, resolving channel conflict issues, investigating solutions, and coordinating responses.

Travel: 75% Remote. Up to 25% travel across assigned regions.

Experience:

• Individuals with experience working with enterprise security solutions partners is a must as recruiting partners within your network will be important to help build a recruitment pipeline.
• 10+ Years of Professional work experience with 5+ years selling enterprise security software solutions.
• Experience working within the Partner channel ecosystem with ISVs like Snyk, Veracode, Fortify, Checkmarx, Ivanti, Tanium, Automox, Manage Engine, Veracode, Synopsys, Microsoft (System Center).
• Keyword Search: Application Security Testing, Software Composition Analysis, Endpoint management, endpoint security,

We know the best outcomes for both our people and our clients result from including diverse perspectives at the table. To that end, HCL Software is an Equal Opportunity Employer and treats candidates and employees fairly without regard to race, color, sex, age, disability, pregnancy, religion, genetic information, national origin, marital status, sexual orientation, ancestry, political belief or activity, family care or medical leave status, military or veteran status, and/or any other protected classification in accordance with federal, state, and/or local law.