Senior Director – Partnerships, Business Development

Role Overview

• Identify, negotiate, and establish strategic alliances with global industrial OEMs and cybersecurity integrators to enhance our GTM strategy.
• Develop and execute partnership strategies that align with our business goals and objectives.
• Foster and maintain strong relationships with partners to drive mutual business growth.
• Expand sales channels by identifying and developing new opportunities with resellers and integrators.
• Collaborate with sales and marketing teams to ensure alignment and execution of partnership initiatives.
• Drive contracts, sales enablement, and incentive programs to maximize partner performance.
• Develop and implement sales enablement strategies to empower partners with the tools and resources they need to succeed.
• Create and manage partner training programs to ensure they are knowledgeable about our products and solutions.
• Monitor and analyze partner performance metrics to identify areas for improvement and growth.
• Lead contract negotiations with partners, ensuring favorable terms and compliance with company policies.
• Manage and oversee the execution of partnership agreements and contracts.
• Ensure all partnerships are structured to deliver maximum value to both parties.
• Conduct market research to identify trends and opportunities within the industrial and cybersecurity sectors.
• Provide insights and recommendations to senior leadership on potential partnerships and business development strategies.
• Stay abreast of industry developments and competitor activities to inform strategic decision-making.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
• Minimum of 10 years of experience in business development, partnership management, or a related field.
• Proven track record of success in forming and managing strategic partnerships, particularly with global industrial OEMs and preferably also cybersecurity integrators and resellers.
• Strong network within the industrial and cybersecurity sectors.
• Excellent negotiation, communication, and interpersonal skills.
• Ability to think strategically and execute tactically.
• Strong analytical and problem-solving skills.
• Ability to travel as needed to meet with partners and attend industry events.

Tech Stack

• Cyber Security