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Partner Sales Manager



Sales & Business Development
Remote · United States
Posted on Wednesday, August 2, 2023

Who We Are:

In today’s work environment, employees use a myriad of devices to access IT applications and data over multiple networks to stay productive, wherever and however they work. Ivanti elevates and secures Everywhere Work so that people and organizations can thrive.

While our headquarters is in the U.S., half of our employees and customers are outside the country. We have 36 offices in 23 nations, with significant offices in London, Frankfurt, Paris, Sydney, Shanghai, Singapore, and other major cities around the world.

Ivanti’s mission is to be a global technology leader enabling organizations to elevate Everywhere Work, automating tasks that discover, manage, secure, and service all their IT assets. Through diverse and inclusive hiring, decision-making, and commitment to our employees and partners, we will continue to build and deliver world-class solutions for our customers.

Our Culture - Everywhere Work Centered Around You

At Ivanti, our success begins with our people. This is why we embrace Everywhere Work across the globe, where Ivantians and our customers are thriving. We believe in a healthy work-life blend and act on it by fostering a culture where all perspectives are heard, respected, and valued. Through Ivanti’s Centered Around You approach, our employees benefit from programs focused on their professional development and career growth.

We align through our core values by locking arms in collaboration, being champions for our customers, focusing on the outcomes that matter most and fighting the good fight against cyber-attacks. Are you ready to join us on the journey to elevate Everywhere Work?

What You Will Be Doing:

  • Develop and execute GTM strategies with tier 1 Telco channel partner in the United States.
  • Responsible for pipeline generation from named Telco partner by enabling their sales, marketing, and services support teams to deliver on joint goals.
  • Enable Telco partner B2B teams so they can effectively position and sell Ivanti solutions across their Commercial, Enterprise and Public Sector customer base. Perform sales presentations, product demonstrations and coordinate technical enablement of the partner sellers.
  • Enable Ivanti sales teams (and other internal teams as appropriate) around how to engage and win with Telco partner. Guide effective joint sales strategies. Provide individual deal support on large or strategic opportunities and assist with custom quoting and ordering processes to ensure timely success.
  • Identify opportunities to accelerate Telco partner business and drive net new business as well as cross-sell/upsell programs. Collaborate with the Ivanti Sales & Sales Leadership to propose solutions that effectively overcome challenges as they exist.
  • Align cross functionally on sales-oriented activities, including marketing (field and digital), promotions, tradeshows, and coordination of Partner Enablement.
  • General Channel Management duties include Account planning, managing the pipeline, maintaining accurate forecasts, delivering internal business reviews and operationally supporting both internal teams and partner teams to usher business to close.

Personal Attributes:

  • A self-starter and a proactive leader willing to display initiative with common sense.
  • Results-driven and committed to outcomes rather than output.
  • Team-focused, with the ability to gain the personal support of others.
  • Strong work ethic and commitment to quality.
  • Disciplined, organized, and methodical in approach to tasks and activities.
  • Judicious in the use of company resources within a budget.
  • Ability to work well with both IT and businesspeople.
  • Ability to work well with networking, security, messaging, and device management personal.
  • Ability to present to both individual contributors as well as executives.
  • Ability and experience to work independently in remote office locations.
  • Able to work within Senior levels of the organizations.
  • Ability to learn and navigate multiple systems and resources rapidly.

To Be Successful In The Role, You Will Have:

  • BA degree or equivalent with 5+ years’ B2B channel management experience, Telco (preferred) or MSSP/ VAR. Experience in selling to Public Sector or Large Enterprises a plus.
  • Experience working with alliances and channel partners on Partner Enablement, GTM strategies, Partner Business Planning and Account Reviews
  • Must be willing to travel to support Telco partner, including attendance at business reviews and ad hoc meetings.
  • Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.
  • Experience with Resellers, GSI's, CSP's, ISVs, Telco Carriers or Distribution to increase market share and grow revenue is preferred.
  • Experience collaborating with internal and external teams distributed across multiple geographies.
  • Experience working with Mobility, Security, Patch Management, and Vulnerability Management solutions a plus.
  • Excellent communication, presentation, prioritization, time management and negotiation with stakeholders at all levels.
  • Experience presenting and demonstrating enterprise software solutions to both technical and business audiences.
  • Ability and experience to work independently in remote office locations.

Travel – 25% of US travel will be needed for this role.

At Ivanti, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. Ivanti believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.