Director, Strategic Alliances

Vor 3 Tagen

Heidelberg, Deutschland Onapsis Vollzeit

**Director, Strategic Alliances - International (M/F/d)**
**Company Overview**:
Onapsis is rapidly expanding, achieving record growth year after year. We are seeking passionate contributors who thrive in an open and collaborative environment.
**Summary of Position**:
Reporting to the SVP of Strategic Alliances, the Director, Strategic Alliances - International (M/F/d) will have both - a security and Systems Integrator sales background that enables them to engage at the C level, as well as with key partner, technical, and field sales personnel, coupled with a proven history exceeding revenue goals by developing and executing against strategic partnerships deliverables.
The International Director of Strategic Alliances M/F/d) will manage and create joint selling campaigns with assigned partners that will lead to new revenue opportunities for Onapsis. You will partner with regionally focused sales managers to drive partner engagement that sources customer revenue wins and adoption of your partners security services.

**Responsibilities**:

- Working with your partners, create new partnership and sales opportunities for Onapsis products in the region
- Own revenue outcomes (MSSP, System Integrator, OEM ) from your assigned territory partners and new partnerships.
- Deliver against KPIs and success metrics aligned to your territory
- Develop and execute annual business plans with your assigned partners
- Engage your assigned territory to establish new and grow existing System Integrators, MSSP, OEM agreements and related revenues, and drive sales, co-selling, field alignment, and demand generation with these partners to leverage these agreements to drive new revenue opportunities for Onapsis
- Establish relationships with the key partnership personnel to ensure that we build a seamless and effective sales process through the partner and Onapsis
- Experience working in a start-up environment is essential
- Engage your partner sales organizations and partner ecosystems to create and drive revenue opportunities for Unbound.
- Develop and run executive level quarterly business reviews
- Execute comprehensive joint account engagement plan and tracking mechanism
- Maintain and report an accurate sales forecast.
- Prepare and give internal business reviews to the senior management team

**Required Skills and Experience**:

- 7+ years in Global Alliance, Systems Integrator, and/or MSP partner sales, creating and executing partner business plans that deliver forecastable revenue results
- Proven experience in Channel, SI and OEM partnerships
- Strong prospecting skills with a Hunter/start-up mentality and a proven ability to win new partnerships
- Strong presentation, program management and negotiation skills
- A high level of competence in presenting technology solutions to senior management teams resulting in bone-fide commercial opportunities
- Experience selling enterprise solutions with a focus on security, software and software-as-a-service (SaaS) solutions highly preferred
- Strong understanding of key management and key security infrastructure and related services
- Familiarity with SI, MSSP and Partner operating models
- Experience building partnerships from scratch with regional VARS, MSPs and System Integrators
- Experience creating and driving to success sales campaigns that deliver revenue through partnerships
- Self-starter and team player
- Ability to travel 30-50% of the time

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