Partner Acquisition Manager - HCLSoftware

Overview

About the job

HCL Software is a fast growing, $1B+ software business that is expanding its partner channel. We provide solutions in e-commerce, marketing automations, endpoint management, application security, low-code solutions and Dev Ops. Come join our team!

The HCL Software Partner Recruit Manager is responsible for the overall recruitment of new solution partners (e.g., MSPs or Regional System Integrators) to broaden our Enterprise Security Solutions by recruiting enterprise cybersecurity partners. The Partner Recruit Manager should have a cybersecurity solution background with a technical sales background preferred. The role requires a tech-savvy, entrepreneurial mindset to build a book of partner business over time and promote solutions, business models, profitability and recurring revenue discussions with partners, helping to outpace the competition.

Partner engagement is crucial for channel relationship success. The PRM must be able to research, identify, qualify, sell-to and recruit solution providers, understand the partner’s business model, and translate how HCL Software’s products fit into their business model to generate revenue beyond the license sale. Articulate HCL Software’s enterprise security solutions to appeal to solution-oriented services partners and ensure relevance to their business and business model.

Recruit Partners

• Engage partners and develop a trusted-advisor relationship to establish strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with HCL Software’s to build mutually beneficial account plans.
• Align with senior management both technical and sales to increase partner success and minimize disengagement.
• Recruit dozens of new partners and leverage existing partners to grow the business. Interact with partners and key decision makers to identify new opportunities to sell HCL Software products and services.
• Identify, engage, onboard, and qualify complex partners with new security solutions to expand their partner business. Qualifying the wrong partners can result in loss of productivity and wasted time.
• Use a variety of strategies to convey the value of partnering with HCL Software over competitors and combat competition throughout the selling and account management lifecycle.
• Sell account vision to decision makers and complex partners by aligning HCL Software value propositions to the partner’s business goals.
• Identify market opportunities based on security gaps in the partner’s solution portfolio and share emerging trends in solution/product areas. Leverage internal competitive intelligence to identify opportunities aligned with business goals. Engage with technical security architects and solution specialists as appropriate.
• Ensure our solutions are incorporated into the partner’s reference architecture and not just a catalog item in their portfolio of solutions.

• Develop and execute strategic partner business priorities for all recruited partners for sales and technical enablement, account targeting, and GTM readiness.
• Ability to drive business opportunities from the partner installed base in new and existing markets.
• Ability to expand and enhance the partner’s area of influence in the territory.
• Design and execute marketing plans for partners and engage in co-marketing events.
• Contribute to partner enablement program design and execution.
• Communicate the benefits of training, tailor training recommendations to partners on relevant topics, and describe financial benefits associated with the training to assist partner readiness.
• Set goals with partners, assist with funding and account planning, and assist partners with co-selling on their first few deals to achieve a transfer to self-sufficiency.
• Connect technical teams to help partners build solutions or services that incorporate HCL Software’s security solutions.

• Understand reports and build a rhythm with partners to measure success and pivot as needed if goals are not met.
• Set goals with partners, assist with funding and account planning, and assist partners with…