Demonstrated experience successfully scaling a tech partnership - preferably in the security space - from inception to $XM in revenue with leading endpoint protection, identity and cloud marketplace vendors
Identify key technology partners that should be prioritized to support Hexagon's go-to-market efforts
Create go-to-market strategy for key technology partners working with sales, channels, product, finance, operations, engineering, legal and marketing
Build go to market relationships at the executive level with key technology partners
Drive partner sourced and influenced pipeline and revenue with key technology partners through co-sell or meet-in-the-channel motions
Manage internal communication and collaborate closely with cross functional stakeholders to ensure alignment in vision and execution of tech partnership go-to-market
Identify new technology partnerships that should be prioritized for recruitment in order to support the go-to-market teams priorities
Manage relationships with key technology GTM partners including defining KPIs, tracking and monitoring KPIs, managing and optimizing partner performance in order to drive go-to-market goals
Manage partner contract negotiations, build go-to-market plans, identify and deploy incentives to drive pipeline and influence bookings goals
Manage journey of technology GTM partnerships including contract negotiation, go-to-market planning, marketing, sales incentives, training & enablement, pipeline generation and sales
Develop joint value propositions, sales playbooks, and partner programs to grow Hexagon's technology go-to-market partnership ecosystem
Qualifications
10+ years in Software/SaaS/Security Sales & Channel management, ideally with 5+ years of experience driving revenue and pipeline through technology partners
Strategic thinker with sound business judgment, analytical and presentation skills, and ability to influence C-level executives using data
Strong bias for action and able to deliver results in a scrappy environment with limited resources
Extensive experience negotiating complex contracts with the ability to drive to win-win outcomes for both parties in the partnership
Ability to operate with a high integrity, making strategic decisions with the best long-term interests of the company in mind
Ability to deal with ambiguity, juggle multiple tasks seamlessly, take ownership and deliver results in a lean organization
Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
Experience working in a high-growth start-up environment highly preferred
Ability to travel 30-50% of the time.
MBA Preferred
Strong technical background, with engineering degree preferred.
To provide the best experiences, we use technologies like cookies to store and/or access device information. Consenting to these technologies will allow us to process data such as browsing behavior or unique IDs on this site. Not consenting or withdrawing consent, may adversely affect certain features and functions.
Functional
Always active
The technical storage or access is strictly necessary for the legitimate purpose of enabling the use of a specific service explicitly requested by the subscriber or user, or for the sole purpose of carrying out the transmission of a communication over an electronic communications network.
Preferences
The technical storage or access is necessary for the legitimate purpose of storing preferences that are not requested by the subscriber or user.
Statistics
The technical storage or access that is used exclusively for statistical purposes.The technical storage or access that is used exclusively for anonymous statistical purposes. Without a subpoena, voluntary compliance on the part of your Internet Service Provider, or additional records from a third party, information stored or retrieved for this purpose alone cannot usually be used to identify you.
Marketing
The technical storage or access is required to create user profiles to send advertising, or to track the user on a website or across several websites for similar marketing purposes.
