Security Partner Lead, Strategic Partners

• This role is key to supporting the Service Provider sales teams driving and developing the strategy for Security infrastructure, physical and virtual offers, and outbound program creation for demand generation of product/solution/software sales go-to-market. Experience in the IT sector and Security architectures is critical.
• In this role, you will craft, implement, and grow an emerging business within . You will work closely with leading security technologies to develop compelling offerings, and Sales GTM strategy and drive big bets within our customers.
• The service creation team is focused on driving long-term strategy and successful execution.
• You will collaborate with cross functional groups across sales, product management, operations, and marketing to drive the key security and Security strategies and areas of opportunity in Service Providers.

• Understanding of Partner (SP/ITSP/MSP) business models, relationship building, and capturing partner focus.
• Awareness of MSP Industry trends, addressable market, products, competitive dynamics, and ability to evaluate the applicability of this with partner catalog and security service offerings.
• Ability to act as a Trusted Advisor, conceptualize End-to-End service offerings, and winning themes, and build a business case with the Partner.
• Ensure timely information (product and buying models) updates to partners for each relevant technology and SASE architecture area.
• Work with various internal teams to build the service offering and develop launch content with partners.
• Work with the partner to build the commercial modeling based on service package(s) and SLAs.
• Able to Identify and predict relevant technology challenges and pitfalls in the service offering.
• Able to work with partner and teams to create marketing campaigns, sales awareness, and enablement programs.
• Evangelize partner service offerings and voice-of-the-partner back into BU and Sales organization.
• Ability to drive program management and governance for service offering launch.
• Able to collaborate with sales, client executives & delivery teams of partners to deliver the business outcome.

• Sales Expertise – ability to propose solutions, addressing client business issues and objectives using both and third-party solutions / services in a clear and concise manner. Having worked closely with and / or key competitors to build managed services offers is a plus.
• Technical Expertise – demonstrated technical expertise in one or more architectures offered via large telcos and MSPs (e.g. SD-WAN, SASE, Security, Campus Networking), academic training or knowledge of Service Provider technologies is required to provide a comprehensive, differentiated, and valuable level of consulting advice to our clients.
• Industry Expertise – demonstrated knowledge of telecommunications business to be conversant enough to present a compelling point-of-view to the client of what work should be undertaken, to help the client’s company achieve ambitious advantage and differentiation.
• Knowledge of ITIL service management is a plus.
• Delivery Expertise – demonstrable ability to successfully own the delivery of projects, that exceed client expectations in terms of deliverable quality and positive impact to the business.

WhiteCrow Research