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Strategic Partner Manager, DACH



Munich, Germany
Posted on Tuesday, June 25, 2024

Who We Are:

Ivanti's platform makes it possible for employees to stay productive, secure and engaged wherever they are. That starts with us. With headquarters in Utah, offices in London and Paris and nearly 3,200 employees in 25 countries around the world, we are the Everywhere Workplace – it's a great time to work for Ivanti!

We anticipate our customers’ needs, we are highly responsive, and we deliver innovative solutions that exceed their expectations. Our mission is to be a global technology leader enabling organizations to thrive in the Everywhere Workplace – automating the tasks that discover, manage, secure and service all of their IT assets.

Our Culture - Inspire, Innovate & Grow:

Our mission is to be a global technology leader, enabling organizations and our people to thrive in the Everywhere Workplace. A core value at Ivanti is maintaining an environment where all perspectives are heard, respected and valued. We foster a culture where we can all grow, learn, add value and thrive – while achieving new levels of performance together. Ivanti is the right size. We are large enough to be stable and strong, but small enough so your work and opinion actually matter. Our continued success begins with you!

Why We Need you!

This role will operate within the DACH Strategic partner business for Ivanti. Ivanti is seeking a highly experienced Strategic Partner manager to drive strategic revenue growth across a named set of partners, incl Telco, GSI & Regional SIs, VARS and MSPs. In this role, you work closely with Sales, Marketing, Partner Programs, Sales Engineering. The ideal candidate will possess both a business development/sales background as well as operational executive experience. The ability to communicate business, operational, product and technical challenges and participate in the creation and execution of solutions will be key.

What You Will Be Doing:

  • Responsible for a set of Named Strategic partners in DACH: made up of our most strategic Global System Integrators, Managed Service Providers, Alliances (Telco, OEM, Cloud) partners, and Resellers to define and execute regional GTM plans
  • Working with Ivanti sales executives to leverage c-level decision makers within external partners to deliver longer-term, cross-sell/upsell and solution sales
  • Responsible for generation and development of Strategic Partner business plan; creating and monitoring partner growth objectives for each partner and monthly and quarterly forecast by Strategic Partner.
  • 4x partner pipeline generation from the named set of partners as well as sales, pre-sales and services enablement of those partners.
  • Working with Ivanti Professional Services to build a successful partner solutions and services portfolio.
  • Closely aligning with sales and DACH leadership to execute contract strategies, deal structure and partner selection via POD activities.
    • Aligns cross functionally on sales-oriented activities, including marketing (field and digital), internal channel structure, sales, promotions, tradeshows, and coordination of Partner Enablement.
    • Working with Ivanti sales operations team to maintain & evolve process and performance of Strategic Partners including regular reviews of contractual and business plan obligations with partners and compliance with Ivanti policies, procedures, and ethical standards.
    • Driving customer satisfaction, ensuring targets are consistently met or exceeded by Partners.

To Be Successful in The Role, You Will Have:

  • BA degree or equivalent with 5+ years’ experience building and running a DACH Ecosystem or strategic alliances in DACH.
  • Experience working with alliances and channel partners on partner enablement, GTM strategies, Partner Business Planning and Account Reviews
  • Experience growing indirect revenue by analyzing data and creating an actionable plan to grow revenue
  • Must be willing to travel throughout the DACH including attendance at all 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 and Distribution to increase market share and grow revenue is preferred
  • Experience collaborating with internal and external teams distributed across multiple geographies.
  • Excellent communication, presentation, prioritization, time management and negotiation with stakeholders at all levels.

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.

If you require special assistance for the best interview experience, please contact us at recruiting@ivanti.com.