This position will be fully remote and can be hired in any Canadian province

This strategic role will bring support to the sales leadership team to allow for stronger regional focus and alignment to reach quarterly and yearly plans aligned to Optiv Canada Business. This is a regional partner manager function to develop and manage net new and existing business in Canada.

The primary focus of the Partner Manager, Canada (PMC) will be to help build a business in Canada to support comprehensive accounts and also develop in country sales with strategic customers leveraging the partner’s ecosystem aligning to overall Optiv goals. This person will work closely with the AVP for Canada, other Canada Sales leaders, and will be aligned to growth and expansion plans. Additionally, the PMC will work to understand, communicate, and execute motions within the Optiv Strategic Initiatives program.

How you’ll make an impact

• Has an extensive skill set to manage multiple partner ecosystem with strong business acumen
• Understand Canada business and channel GTM motion
• Aligns with Enterprise Accounts / Major Accounts
• Needs to drive partner and sales confidence
• Work with Global Distribution team to establish the connect points
• Develop an end-to-end business plan for how we can support growing needs
• Needs to think outside the box to expand our footprint in Canada
• Works with Optiv Corporate Partner Management to understand initiatives corporately
• Understands and works with the Regional Directors on how they will attain their goals and which partners are needed to achieve that goal
• Aligns with Partner Strategy, Research, and our services teams as appropriate
• Measures progress to the plan/objectives provide coaching to the RD’s/SD’s
• Understands the Domain messaging to upsell/cross-sell
• Helps navigate the partner ‘noise’ at the regional level
• Educates leadership on pricing, tools, and other partner support mechanisms
• Escalates and resolves issues up the chain through the partner or sales team

What we’re re looking for

• Strong business acumen and have managed channel business in past
• Have an existing relationship with the channel network to leverage the business expansion plans
• Have strong management capabilities
• Identify market growth opportunities, i.e., national /regional differentiation
• Build programmatic GTM campaigns
• Marketplace (AWS, GCS & AWS) program development and execution
• Coaching for CM’s on partnering best practices
• Engage emerging partners and build out programs surrounding these technologies
• Bringing partner industry trends and initiatives forward proactively
• Build momentum with identified Focus partners – including partnerships where Optiv has delivery/integration services
• Identify renewal program enhancements, including services adjacency.
• Must understand what is vital to Optiv (Product, Services, Solutions)
• Must realize what is essential to the Partner(s)
• Must follow the route to market via distribution or direct
• Must tie the three to drive mutually beneficial growth and profitability
• Interpret data and be able to conduct data-driven discussions and decisions
• Understand the channel business model
• Drive execution and interlock with Client Managers
• Strong communication and navigational skills
• Strong sales acumen
• Dynamic and driven personality
• Ability to move obstacles without escalating
• Understands the partner ecosystem and can talk at a high level about our partner’s programs
• Must have the ability to be cleared to Secret by the Canadian Government
• Bilingual: English & French is preferred
• Travel Requirement: 15-25%

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What you can expect from Optiv

• A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
• Work/life balance
• Professional training resources
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv is an equal opportunity employer (EEO). All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law. Optiv respects your privacy.

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