Remote Strategic Partnerships Leader - Western

Overview

Netrix Global, an award-winning global provider of cybersecurity and IT services, seeks a highly motivated Strategic Partnerships Manager. This role will lead and execute the business development strategies with our TSD/Master Agency partnerships and new and existing referral partners. The position includes recruiting new referral partners and managing partnerships, executing co-sell and comprehensive go-to-market plans for each partner, with a focus on scalable lead generation that contributes to significant new bookings and gross profit maximization.

Success in this role includes driving leads that convert to opportunities that result in bookings and revenues with high-volume net new logo acquisition from referral partners.

This remote-based position is located in the Western Region of the United States, preferred in California, Arizona, or Utah.

• Recruit and manage (new and existing) referral and resale partners (MSPs, VARs, trusted advisors and consultants) to promote Netrix service offerings, including both managed and professional services. New logo and lead/opportunity generation are key outcomes.
• Establish monthly cadence and QBRs with key partners (GTM initiatives, partnership alignment and status, escalation resolution, and pipeline review).
• Maintain Netrix partner records in Salesforce, including partner company information, partner profile and qualifications, partner contacts, leads and opportunities.
• Support channel senior executives in negotiating new partnership contracts to establish mutually beneficial relationships.
• Lead and run joint events with partners (on-site or webinars) with collaboration from marketing, sales teams, and other Netrix employees as applicable.
• Collaborate with marketing to develop sales enablement content for Netrix internal sales and for channel partners.
• Train partners on Netrix key offerings and Go-To-Market solutions to drive lead generation and opportunity creation.
• Review and suggest additional partner portal content to ensure partners have the latest Netrix offerings (in collaboration with the marketing team).
• Conduct account mapping and lead-generating relationships with assigned partners to drive new opportunities and bookings.
• Develop go-to-market strategies, behaviors, and goals with partners and internal sales teams.
• Drive awareness through social channels and social selling to promote the program, partners, and joint solutions; serve as evangelist for Netrix and partners.
• Develop and maintain accurate lead and opportunity pipelines in Salesforce.
• Collaborate with sales team members on all leads and opportunities generated by channel partners as a Netrix liaison to move opportunities through the sales process.
• Support role for ensuring that referral partner SPIFFs are communicated, compensation questions answered in a timely manner, and issues resolved in coordination with accounting and channel leadership.

• 5+ years of experience in partnership management, business development, or channel sales.
• Experience with TSD/Master Agent ecosystem (App Direct and Telarus preferred).
• Strong existing relationships with sub agents/trusted advisors/referral partners/MSPs.
• Strong understanding of go-to-market organizational structure to leverage and align with our partners, channels, sales and marketing teams.
• Strong background and understanding of key players and competitors in the ecosystem.
• Creative and structured thinker who can unblock challenging problems.
• Great commercial and product instincts.
• Strong communicator comfortable presenting to senior executives internally and externally.
• Data and analysis-driven in all business decisions.
• Highly responsive and solution-oriented.
• Curious and creative, consistently seeking ways to improve partnerships and business.
• Deep and varied experience as a deal maker and growth leader in business development and/or strategic partnerships.
• Experience preparing industry analyses and presentations for Executive Leadership, both internal and external.
• Proven track record of effectively collaborating, prioritizing tasks, and handling cross-functional demands; fosters a culture of treating partners as valued clients.

At Netrix Global our values are the philosophies and principles we live by. They support our vision, help us achieve our goals, and commit us to a common purpose:
We Own Outcomes, Win Together, Make An Impact, Enjoy The Journey, and Respect All.

Netrix Global is a mission-driven organization focused on providing people, processes, and technology to run and scale modern, data-driven businesses that are always on and secure. We work with clients of all sizes across healthcare, manufacturing, government, education, financial services, and legal industries. Netrix is ranked in the CRN VAR
500.

We focus on solving business problems with innovative technology solutions, prioritizing end-user satisfaction and client outcomes.

We offer a competitive compensation package,…