Vice President Alliances and Channels, AMER

Boston, Massachusetts, United States Full-time

Company Overview

iboss has created the first and only Secure Cloud Gateway specifically designed to solve the challenge of securing distributed organizations. Built for the cloud, iboss leverages an elastic, node-based architecture that provides advanced security for today’s decentralized organizations and scales to meet the ever-increasing bandwidth needs of tomorrow. The iboss Secure Cloud Gateway is backed by more than 100 patents and protects over 4,000 organizations worldwide, making iboss one of the fastest growing cybersecurity companies in the world.

Job Description

The Vice President Alliances and Channels, AMER will be responsible for developing and executing on joint go-to-market strategies with business partners for the region. The Vice President will facilitate joint selling between partner and direct sales teams to drive growth through a leveraged partnering model. Identify and develop account targets, define the value proposition, establish rules of engagement and operational escalation procedures to quickly identify and resolve issues. Monitor partner's business results and make recommendations for improvements to increase market penetration. This leader must have a successful track record of collaborating with multiple cross-functional stakeholders, including sales, marketing, product and operations teams. Interacting regularly with senior level leaders and C-level management to ensure GTM objectives are met. She/he must maintain a deep understanding of iboss technology and be able to manage partner relationships to maximize revenue and to ensure partner commitment.

Responsibilities

  • Develop channel and partner strategies that result in long-term strategic partnerships between iboss and key channel partners  
  • Ensure team attains quarterly and annual sales targets of go-to-market solutions  
  • Design and execute a channel strategy that supports iboss’ GTM model that includes specific channel business plans, managing cross-functional teams from both partner organizations and iboss
  • Actionable Planning which will include development of joint channel solutions, sales training/education, and pipeline generation
  • Manage Channel and Partner relationships to maximize revenue and to ensure partner commitment  
  • Initiate joint account planning and strategy sessions liaising with regional sales leads     
  • Actively manage opportunity pipeline against Sales and Alliances objectives/metrics to exceed quarterly targets

Qualifications

The successful candidate will have a proven track record of leading and building partnerships and associated revenue in a high growth organization. This individual must exhibit leadership qualities that inspire collaboration and trust to influence multiple stakeholders to support the alliances/sales strategy.  

  • Extensive experience in the AMER region cultivating strategic relationships with global and regional resellers and channel sales partners
  • Experience creating differentiated and successful channel account management plans and relationships with partners   
  • Broad-based business and technology expertise with 15+ years of consulting, management or business leadership experience with a track record of driving business development   
  • Knowledge of Salesforce technology and applications products/solutions, platform and SaaS   
  • Demonstrated ability to drive significant increase in revenue through reseller partnerships  
  • Ability to build and manage C-level business relationships      
  • Ability to create credible business cases highlighting revenue growth opportunities   
  • Capable of building and maintaining strong relationships with a diverse set of internal and partner constituencies including senior level executives, legal, finance, support, sales and marketing experts   
  • Ability to influence functional groups to a shared vision   
  • High-energy and passion for the business      
  • Excellent spoken and written communication, interpersonal, and relationship building skills   
  • Undergraduate degree or equivalent experience

Benefits

  • Health, Vision, Dental - open to domestic partners
  • 401K with company match
  • Short Term and Long-Term Disability
  • Commuter Benefits
  • Paid Time Off (PTO)
  • Company paid holidays
  • Supportive and FUN work environment
  • Fantastic quarterly company events
  • Free catered lunch every Friday
  • Free snacks

The duties and responsibilities described above are essential functions of the job.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, status as a veteran or as an individual with a disability.

 

 

*This position is not eligible for sponsorship of work visas