Senior Manager of Global Technology and Business Alliances

Summary

Job description

At this stage this is an individual contributor position.

Possible locations (remote work): Germany, UK, Italy, Poland, Czech, Denmark, Sweden, US, Canada or Slovakia.

FUNCTIONAL RESPONSIBILITIES AND DUTIES 

• Own key part in preparing and executing a comprehensive global partnerships strategy aligned with the company's overall business goals and market expansion objectives
• Build and grow the ESET technology and sales partner ecosystem by driving partnerships with ISVs, cloud hyperscalers, marketplace vendors, system integrators, global distribution and channel organizations, Insuretech, Fintech and ISP/Telco partners.
• Actively identify and evaluate potential partners to enhance ESET’s value proposition, market reach, and solution synergy. 
• Create end-to-end partnership / alliance program, including documentation, processes, legal framework, and support ecosystem to ensure rapid turnaround and high level of satisfaction on the partners side.
• Maintain backlog of business requirements and short and mid-term roadmap for Strategic partnerships and integrations.
• Negotiate and establish partnership agreements, contracts, and business terms that maximize mutual value and enable joint go-to-market strategies. 
• Build and maintain strong relationships with partners up to C-level, acting as the primary contact for business planning and collaboration. 
• Drive activation and enablement of strategic partnerships by implementing training programs, sales tools, marketing and sales program and empower them to effectively promote and monetize our partnership. 
• Develop and execute business and go-to-market plans for partnerships and ensure objectives are met. 
• Set up and manage partner related operations and billing processes.
• Monitor and analyze performance of running partnership, track key metrics, and provide regular reports to senior management on the success and ROI of partnership initiatives. 
• Identify new business opportunities and areas for expansion within existing partnerships, and proactively explore and develop new strategic partnerships to drive revenue growth. 
• Stay updated on industry trends, competitor activities, and emerging technologies to identify potential partnership opportunities and ensure our company remains at the forefront of innovation. 
• Prepare decision documents, as well as build business cases and presentations for internal and external purposes (e.g. new business and partnership opportunities) incl. extended research and analysis.
• Represent the company at industry events, conferences, and partner meetings to enhance brand visibility, expand network connections, and strengthen relationships. 
• Lead and support assigned projects and programs. 
• Perform conceptual, systemic, creative and methodical activities incl. ad-hoc analysis amongst others.
• Ensure efficient planning and use of funds of the relevant organizational unit. 
• Propose and implement improvements of processes and work procedures.
• Make efficient decisions based on all available information and be responsible for them.
   

REQUIREMENTS 
Education: 

• Bachelor’s Degree: A degree in Business Administration, Marketing, Sales, IT or a related field is preferred 
• Certifications: Relevant software and technology certifications 

 
Experience: 

• Years of work experience: min. 5-10 years based on positions held 

 
Knowledge: 

• Deep knowledge of the cybersecurity industry, especially in relation to ESET’s market
• Knowledge of trends in cybersecurity and related fields
• Experience in negotiation and contract management
• Program and project management experience 
• Best practices in partner marketing and enablement (GTM)
• Experience in representing organizations at industry events and conferences. 
• Ability to enhance brand visibility and expand network

Language: 

• English C1 

#LI-LV1 #LI-Remote #senior

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