Partner Business Manager

Partner Business Manager

The Partner Business Manager (PBM) will be responsible for the overall business & Joint GTM with Strategic Reseller Partners and will work closely with their Cross Functional Teams to draw and implement the Business plan & pivotal initiatives. The plan will be regional/vertical and architecture based and will focus on revenue growth, Joint Solution creation & GTM, New service creation, wallet share, Executive Engagement & Governance, Sales Engagement & interlocks.

About the Opportunity:

We’re looking for a Channel Manager to support the next phase of our growth. You'll work alongside colleagues who have helped shape the success of companies such as Google, Okta, AWS, VMware, and more. 

This is a vital role within the Sales and GTM Organization to drive market adoption and scale.  The Partner Business Manager will be responsible for developing and executing partnership strategies with key ecosystem partners inclusive of GuidePoint Security and Defy Security and other players in the market.

This role requires a deep understanding of security or identity and access management solutions, partner ecosystem development, and revenue growth through indirect sales channels.

We are building the next-generation data security platform for the multi-cloud era - will you join us?


You Will:

• Serve as the primary point of contact for various channel partners and build champions and successful partner relationships.
• Develop and maintain strategic business plans for each partner to drive mutual growth.
• Build and maintain CxO relationships with senior executives of Partners
• Create and execute partner enablement programs to ensure technical and sales readiness.
• Monitor partner performance metrics and provide regular reporting on partnership health.
• Identify and capitalize on new revenue opportunities within the partner ecosystem
• Collaborate with partners to develop joint go-to-market strategies
• Drive partner-sourced and partner-influenced pipeline growth
• Facilitate deal registration and opportunity management processes
• Conduct training sessions for partner sales teams on product offerings and value propositions
• Support partners in complex sales cycles and technical discussions
• Work closely with field sales organizations to maximize synergy and go to market success. 
• You will proactively work with the Veza Sales team and ensure that the Partners are engaged in activities. They will work closely with the Veza account teams and will advocate for partners within Veza.
• Aligning with the Partner Engineering team to prepare a Veza Enablement Plan to build awareness/education and updates

You Have: 

• You will have 7+ years of industry experience with a majority in channel management.
• You are effective at utilizing partners, channels, and alliances to amplify market presence and drive adoption.
• You have a measurable and substantiated track record in new business development and over achieving sales targets.
• You can successfully grow partner revenue, pipeline development and increase 
  deal registration volume and conversion rates
• Experience in early stage companies, and ability to adapt quickly in high growth, fast-growing, and changing environments.
• Strong understanding of security or identity and access management solutions
• Excellent relationship management and negotiation abilities
• Strategic thinking and business planning capabilities
• Outstanding written and verbal communication skills
• Project management and organizational expertise
• Deep understanding of identity security landscape and market trends
• Familiarity with identity governance, privileged access management, and authentication solutions
• Knowledge of cloud security and zero trust architectures
• Understanding of partner business models and channel economics
• Previous experience in crafting, on boarding and developing complex partnerships and joint business plans.
• Financial Modelling Skills for business case development and return on investment.
• Conduct various Events, Seminars, Sales Enablement Workshops to Enable Partners and develop Partner Working Relationships with Veza Field Teams
• Ability to travel ~50%

Preferred Qualifications:

• Experience working with GuidePoint Security and/or Defy Security
• Existing relationships with channel stakeholders and decision makers tied to IAM/PAM/IGA and grow new relationships within their region