Lead Partner Relations Manager

2 weeks ago

Seattle, Washington, United States OneTrust Full time
Job Overview

Strength in Trust

OneTrust empowers organizations to harness the full potential of data and artificial intelligence in a secure and responsible manner. Our platform ensures the secure management of corporate data, enabling companies to foster innovation while effectively mitigating risks. With a comprehensive suite of solutions that encompass data and AI security, privacy, governance, risk management, ethics, and compliance, OneTrust facilitates seamless collaboration between data and risk teams, promoting rapid and trustworthy innovation. As a recognized leader in trust, OneTrust holds over 300 patents and serves more than 14,000 clients worldwide, from major corporations to small enterprises.

The Opportunity

In response to our rapid expansion and the growing demand for our platform, OneTrust is on the lookout for a National Channel Business Manager. In this capacity, you will cultivate and enhance strategic partnerships with a select group of key partners. Your performance will be evaluated based on the impact on Annual Contract Value (ACV) and the successful deployment of customer solutions, achieved through the execution of collaborative business plans, partner practice development, go-to-market strategies, and joint sales and service initiatives. You will play a pivotal role in fostering relationships with partners and empowering them to influence client engagement.

OneTrust is a dynamic SaaS enterprise platform with a robust growth trajectory. We are committed to investing in our Go-To-Market (GTM) team through demand generation, a methodology-driven sales approach, ongoing sales training, customer-focused roadmaps, and access to an executive team dedicated to supporting partnerships.

This role presents a highly visible opportunity with a competitive compensation package.

Your Responsibilities

In this position, you will develop and implement joint business strategies with a focus-managed partner portfolio to drive ACV on both new and existing opportunities. You will need to exhibit a comprehensive understanding of our diverse offerings to effectively address inquiries, provide recommendations, and mentor partners regarding our products and future developments.

Your key responsibilities will include:

  • Fostering executive commitment from partners to elevate OneTrust's profile.
  • Utilizing a consultative approach to establish productive partner relationships.
  • Representing and articulating the value proposition of OneTrust and its partners.
  • Creating actionable business plans to achieve both short-term and long-term objectives.
  • Managing partner contract negotiations and providing accurate forecasts to management.
  • Communicating effectively with all organizational levels (C-suite, SVP, VP, Director, etc.) and key decision-makers.
  • Facilitating and accelerating partners' utilization of product solutions.
  • Meeting and surpassing monthly, quarterly, and annual performance targets.
  • Conducting regular business performance and relationship assessments with senior management and various stakeholders.

Your Profile

You are an organized and coachable professional with exceptional communication and analytical skills, capable of adopting a consultative sales approach. You should be open to travel requirements of 20-30%.

Your qualifications include:

  • 8-12 years of experience in managing partner relationships with measurable success in software enterprises.
  • Extensive experience collaborating with National Partners (e.g., GuidePoint, Presidio, WWT, Optiv, SHI) and a solid understanding of organizational operations to effectively implement OneTrust-specific initiatives.
  • A proven track record in developing and executing strategic national partner business plans and marketing campaigns.
  • A degree in a relevant field; an MBA is preferred.
  • Familiarity with industry sales processes.
  • A successful history of managing national partnerships with a focus on business development, enablement, cost structures, and negotiations.
  • Outstanding relationship-building skills, with a demonstrated ability to cultivate enduring partnerships of mutual benefit.
  • A history of consistently meeting and exceeding performance goals.
  • Strong skills in sales presentations, forecasting, and strategic planning.

Additional Qualifications

  • Experience with a similar CRM solution.
  • Proven ability to build effective relationships using a consultative sales style.

Benefits

As a member of OneTrust, you will be part of a supportive team dedicated to your physical, mental, and emotional well-being, enabling you to perform at your best both in and out of the workplace. This includes comprehensive healthcare coverage, flexible paid time off, equity stock options, annual performance bonuses, retirement support, extensive paid parental leave, career development opportunities, and company-sponsored certification exam fees, among other benefits. Specific offerings may vary by country.

Our Commitment

At OneTrust, we are committed to fostering a diverse and inclusive workplace where every employee can thrive. We provide equal employment opportunities to all individuals and prohibit discrimination and harassment of any kind, ensuring a respectful and supportive environment for all.

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