Partner Manager

Integrity360 is the largest specialist IT security consultancy in the country. We secure the networks, infrastructures and information of some of the leading companies in both Ireland and the UK. We are passionate about what we do, so too must be any of our new recruits.

Integrity360 is currently expanding at a rapid rate – could you be the newest member to our team? We are fun and dynamic and believe in constant learning and development.

The Partner Manager is responsible for the Partner Channel for Ireland and the UK. You will oversee and ensure the commercial performance (including sales targets and P&L ownership) of the Partner Channel including the associated Integrity360 Solutions Product Portfolio. You will be responsible for the maintenance and optimisation of relationships with all channel partners. You will be working with the Sales team on go to Market Planning and execution of Partner Sales / Campaigns as well as assisting growing Partner Sales YOY.

A key part of this role involves optimising commercials with partners and optimising special offers, rebates, joint marketing etc. Ongoing development, definition and communication of the Solutions Portfolio Strategy and Roadmap will be under the remit of the successful candidates. Finally you will oversee the introduction of new vendors and solutions into the portfolio in line with strategy and roadmap.

• Own the relationship with all our partners, with appropriate focus on the most relevant ones
• Plan and execute programmes with our partners to drive mutual value for both
• Facilitation of Solutions Portfolio strategy and roadmap development in line with overall company strategy
• Define a segmentation and targeting strategy for the solutions portfolio to ensure key segments and verticals have an appropriate solution set available
• New Solution research and introduction
• Win, maintain, and expand relationships with assigned channel partners
• Create and deliver partnership development plans with key partners.
• Ensure we have a Suite of Partners to have optimum selection of options for our bids moving forward
• Implement monthly and quarterly business plans to drive incremental growth, achieve goals and exceed responsibility.
• Serves as lead contact responsible for smooth running of business through the Distribution Channel and Partners.
• Ensure we optimize / centralise how we purchase from Partners across different geographies or product suites
• Ensure Integrity360 always has the best cost base from its partners to be able to craft winning solutions for its customers
• Bring in Research/Insights from our partners to support our Product & Go To Market teams
• Works closely with all Distribution Channels and Partners to make sure the pipeline of new business and renewals is being managed optimally between the partners and the Integrity360 sales team.
• Ensure our Partner Strategy is optimised for Brexit
• Agree and deliver on Partner and Distribution Channel metrics for new business and renewals.
• Manage Partner and Distribution Channel rebate applications to ensure that Integrity360 receives rebates in full and on time.
• Secure and manage Partner and Distribution Channel incentive programmes into the Integrity360 sales team to drive new sales.
• Own the Partner Status Level Programme to ensure that Integrity360 secures and maintains the correct partner accreditation to meet maximum partner level.
• Manage and facilitate the training and sales enablement of the sales team in coordination with Partners and in line with solutions portfolio strategy. Note this includes directed vendor-led training and education as well as cross-portfolio internal training and enablement.
• Work closely with the Marketing team to build Solutions marketing calendar, to include collateral, website material, Webinars, events and overall go-to-market strategy.
• Facilitate and create a clear Solutions Go to Market Strategy, supported by the wider Product team with a focus on onboarding new partners to ramp up and meet revenue and product adoption.
• Coordinate with partners to identify key sales opportunities to generate revenue and complete account whitespace mapping.
• Own all plans, GTM and QBRs with Partners
• Act as an escalation point for the business to resolve partner-related issues and sales conflicts in a timely fashion

• Experience managing partners in a similar way to outlined above
• Ability to work independently and be a self-starter while also being capable of working within a dynamic and highly distributed team environment.
• Good knowledge of the Cyber Security solutions landscape
• Understanding of the Channel sales process, growing deal registrations, incentive programs, and the ability to collaboratively
• Experience working with all the major Cyber Partners, Microsoft
• Experience of collaborating with enterprise sales teams to deliver commercial outcomes
• Excellent written and verbal communication skills.
• Experience in Microsoft Office
• To maintain regular and focused contact with members of the virtual team including, Pre-Sales, Practice Consultants, Project Management and Service teams
• Ability to build relationships both internally and externally to Integrity360

• Create the plan to manage, oversee and co-ordinate large scale cross functional responsibilities and tasks.
• Responsible for project communication, and liaison with all relevant partners / stakeholders.
• Manage all engagements according to budget and schedule, with detailed tracking submitted to the PMO.
• Ensure accurate reporting established and delivered to relevant stakeholders in the Organisation.
• Create metrics, reporting and status reports to report progress against project objectives, SLAs and milestones. 
• Develop acceptance criteria for successful delivery of client engagements.
• Work with Sales, Professional Services and Operations teams to ensure end to end delivery of projects, from initiation to onboarding / closure.

• Should have at least 3 years In Channel Partner Management
• Experience of materially increasing value of Channel Partnerships to both your company and their partners
• Deep Knowledge of how working with partners can bring value to end customers
• Works on own initiative and is continually looking at ways to improves performance
• Demonstrate an understanding of the Integrity360 portfolio and competitive market
• Awareness of the Business Arena
• Preferably based in the UK with regular travel to ROI
  
  

• Opportunity to gain experience and knowledge in a key field of expertise
• Exposure to many sectors like Financial Services, and the SME sector
• Further education and training to enhance your skillset
• We empower you to make your own Information Security or IT history by working with some of our market leading clients
• A team of highly experienced technology and security professionals to work with and support you.
• A leadership team who have a worthwhile mission and who excel at that mission.
• A chance to work with one of the market leaders in Information Security companies (Winner of the AIB Enterprise of the Year Award 2013, Nominated for EY, EOY 2015)
• A company that is going from strength to strength with significant growth plans that we are achieving.