合作伙伴与业务发展高级总监
Senior Director of Partnerships and Business Development
关于Xage
Xage是首家且唯一一家零信任现实安全公司。依托Xage Fabric，公司的身份与访问管理、远程访问和动态数据安全解决方案使客户能够安全、管理和转型运营。凭借其分布式、可扩展且易于操作的Fabric，Xage解决了我们依赖的现实运营中的复杂数字化挑战。Xage的客户包括制造、能源、油气、公用事业、航天、物流和交通运输领域的领导者。
职位描述
寻找一位经验丰富的战略副总裁，负责通过战略联盟和销售渠道推动我们的市场进入（GTM）策略。理想的候选人应有建立新合作伙伴关系并由此推动业务增长的显著业绩。该职位需要在与全球工业原始设备制造商（OEM）如Honeywell、Rockwell、Siemens、ABB和Yokogawa合作方面有丰富经验，最好是网络安全领域。与网络安全集成商和经销商如Optiv、GuidePoint和Cyderes合作的经验也有帮助
主要职责
- 识别、谈判并建立与全球工业原始设备制造商和网络安全集成商的战略联盟，以增强我们的GTM策略。
- 制定并执行与我们的业务目标和宗旨一致的合作伙伴策略。
- 培养并维护与合作伙伴的牢固关系，以推动双方的业务增长。
- 通过与经销商和集成商合作，拓展销售渠道，发现并开发新的机会。
- 与销售和市场营销团队协作，确保合作伙伴计划的对齐和执行。
- 推动合同、销售赋能和激励计划，以最大化合作伙伴的表现。
- 制定并实施销售赋能策略，使合作伙伴具备成功所需的工具和资源。
- 创建并管理合作伙伴培训计划，确保他们了解我们的产品和解决方案。
- 监控和分析合作伙伴绩效指标，识别改进和增长的领域。
- 领导与合作伙伴的合同谈判，确保有利条款并符合公司政策。
- 管理和监督合作伙伴协议和合同的执行。
- 确保所有合作伙伴关系结构能为双方带来最大价值。
- 进行市场调研，识别工业和网络安全领域的趋势和机会
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About Xage
Xage is the first and only zero trust real-world security company. Powered by the Xage Fabric, the company’s Identity & Access Management, remote access, and dynamic data security solutions allow customers to secure, manage, and transform operations. With its distributed, scalable, and easy-to-operate Fabric, Xage solves the complex digitization challenges of the real-world operations we rely on. Xage customers include leaders in manufacturing, energy, O&G, utilities, space, logistics, and transportation.
About the Role
Seeking a highly experienced and strategic Vice President of Partnership and Business Development to drive our go-to-market (GTM) strategy through strategic alliances and sales channels. The ideal candidate will have a proven track record of forming new partnerships and driving business growth through these relationships. This role requires strong experience working with global industrial OEMs such as Honeywell, Rockwell, Siemens, ABB, and Yokogawa, ideally with a focus on cybersecurity. Experience with cybersecurity integrators and resellers like Optiv, GuidePoint, and Cyderes also helpful
Key Responsibilities
- Identify, negotiate, and establish strategic alliances with global industrial OEMs and cybersecurity integrators to enhance our GTM strategy.
- Develop and execute partnership strategies that align with our business goals and objectives.
- Foster and maintain strong relationships with partners to drive mutual business growth.
- Expand sales channels by identifying and developing new opportunities with resellers and integrators.
- Collaborate with sales and marketing teams to ensure alignment and execution of partnership initiatives.
- Drive contracts, sales enablement, and incentive programs to maximize partner performance.
- Develop and implement sales enablement strategies to empower partners with the tools and resources they need to succeed.
- Create and manage partner training programs to ensure they are knowledgeable about our products and solutions.
- Monitor and analyze partner performance metrics to identify areas for improvement and growth.
- Lead contract negotiations with partners, ensuring favorable terms and compliance with company policies.
- Manage and oversee the execution of partnership agreements and contracts.
- Ensure all partnerships are structured to deliver maximum value to both parties.
- Conduct market research to identify trends and opportunities within the industrial and cybersecurity sectors.
- Provide insights and recommendations to senior leadership on potential partnerships and business development strategies.
- Stay abreast of industry developments and competitor activities to inform strategic decision-making.
What you need to succeed
- Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
- Minimum of 10 years of experience in business development, partnership management, or a related field.
- Proven track record of success in forming and managing strategic partnerships, particularly with global industrial OEMs and preferably also cybersecurity integrators and resellers.
- Strong network within the industrial and cybersecurity sectors.
- Excellent negotiation, communication, and interpersonal skills.
- Ability to think strategically and execute tactically.
- Strong analytical and problem-solving skills.
- Ability to travel as needed to meet with partners and attend industry events.
Originally posted on Himalayas