Global Business Development Director

The Role

The Global Director expands, maintains, and drives long term value through our strategic alignment in the Technology Service Distributor (TSD) ecosystem with both their sales and engineering teams. The Global Director is responsible for achieving sales, partnership strategy, and top of funnel objectives. The Global Director represents the entire range of company products and services to build preference for eSentire security solutions within the TSD ecosystem.

Responsibilities

• Successfully position eSentire within TSD’s sales channels in North America and UKI, overseeing all related aspects i.e., exec alignment, activities with RVPs and all Sales and Sales Engineering teams.
• Manage TSD partners to deliver consistent services experiences that are aligned to, and in support of, eSentire’s sales efforts
• Cultivate and manage executive relationships with key strategic channel and ecosystem partners.
• Strategically plan and execute the partner program across the globe to achieve corporate channel sales objectives.
• Coordinate all TSD activities and deliver eSentire’s messaging at TSD and partner events.
• Be the consistent face of eSentire at TSD and partner events
• Provide guidance and consulting for new and existing partners and customers, helping drive performance and achievement of strategic objectives.
• Manage and provide senior-level support for cross-functional product, client, or market-specific projects to ensure effective execution on alliance / client deliverables.
• Promote the eSentire brand and partnership value with partners, customers, industry contacts and at relevant industry events.
• Perform metric-driven analysis of marketing and strategic relationships and effectiveness.
• Manage business and technical escalations and communicate with stakeholders to maintain momentum and ensure success.
• Provide detailed resources and budgetary input to support both eSentire, TSD, and partner planning and allocation processes.
• Oversee the development of joint marketing and promotional campaigns with TSD and partners to drive demand and sales.
• Communicate product launches, promotions, and marketing programs to TSD teams.
• Collaborate with Product, Marketing, and Customer Success teams to ensure channels strategies are aligned with product roadmaps and go-to-market plans.
• Work closely with sales operations and enablement teams to develop and provide partners with necessary tools, resources, and training to sell solutions effectively.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
• Proactively leads planning processes that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Execute marketing initiatives in collaboration with partner marketing to drive leads and field engagement.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among TSD.

Requirements

• Post-secondary education - B.A. or equivalent work experience
• 10+ of sales experience, with at least 5 years in a channel manager
• Currently successfully working in the TSD Ecosystem
• Excellent presentation skills in front of large audiences
• Travel up to 70% of the time
• Consistent track record of overachieving against quota.
• Strong experience in all aspects of sales, including growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
• Demonstrated planning, preparation, and organizational abilities
• Demonstrated capability to call high in an account up to and including the “C” level executives
• Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Strong problem identification and problem resolution skills.
• High level of proficiency with Microsoft Office productivity suite and Sales Force
• Demonstrated knowledge of sales and marketing techniques and principles
• Flexible attitude, ability to perform under pressure

Our Culture and Values

At eSentire we work in a collaborative and innovative work environment. We work with brilliant and passionate people who strive and encourage others to do their best. eSentire’s idea-rich environment welcomes creative and sometimes unconventional perspectives!

We celebrate diversity, operating with mutual respect and consideration, in an environment that fosters inclusivity for all. We believe that a variety of perspectives, backgrounds, and experiences make us stronger – if you’re enthusiastic about this opportunity but don’t meet every qualification, we encourage you to apply anyway. It takes a diverse set of thoughts, cultures, backgrounds, and perspectives to be a true market leader.

Total Rewards

We believe in rewarding performance and providing comprehensive benefits tailored to support your well-being. Our package includes comprehensive health benefits, a flexible vacation plan, and participation in our company-wide equity program, allowing you to share in the success and growth of our organization. 

Accommodation
 
If you have any accessibility requirements during the recruitment process, please reach out to our HR team at aoda@esentire.com and any accommodation needs will be addressed upon request. Your talents and unique perspectives are valued, and we look forward to the opportunity to work together to build a more inclusive future.

It's our mission at eSentire to protect our customers 24/7/365 and we extend this conviction to job seekers. During the application and interview process, eSentire will communicate with you from one of our corporate "@esentire.com" email addresses, never from a public email address. We strive to provide a welcoming, respectful, and thorough interview process, providing the candidate with ample opportunity to spend time with the hiring manager, recruiter, and future colleagues face to face, or using a video conference technology.   

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