Experience:
Location:
Job Summary:
We are looking for an experienced Partner Sales and Strategic Alliances professional with 10+ years of experience in the IT services, cybersecurity, and enterprise technology and services industry.
The candidate will be responsible for managing and strengthening relationships with technology vendors such as Cisco, Splunk, Palo Alto Networks, Fortinet, and Microsoft Sentinel cybersecurity partners to generate new business opportunities and drive revenue for Prudent IT services and cybersecurity offerings.
The role requires strong experience in Service partner relationship management, vendor engagement, joint go-to-market initiatives, enterprise client acquisition, and selling technology services and solutions to end customers.
Key Responsibilities:
- Manage and develop strategic partnerships with Cisco and other OEMs enterprise technology and cybersecurity vendors.
- Build strong relationships with vendor partner managers, alliance teams, channel sales account managers, and regional sales teams.
- Generate new business (New Logos )opportunities through existing vendor partnerships and partner ecosystems.
- Identify end-client requirements and position the company's IT services, cybersecurity solutions, and implementation capabilities.
- Develop joint business plans, sales strategies, and go-to-market initiatives with technology partners.
- Drive partner-led and partner-influenced sales opportunities from lead generation through deal closure.
- Work closely with vendor teams to identify client requirements, project opportunities, service engagements, and solution implementation needs.
- Build relationships with enterprise customers, large accounts, system integrators, and channel partners.
- Coordinate with pre-sales, solution architects, delivery teams, and technical consultants to develop proposals and solution offerings.
- Manage sales pipelines, revenue forecasts, account plans, commercial negotiations, and business development targets.
- Identify opportunities for Splunk implementation, cybersecurity consulting, SIEM/SOC/MSP/MSSP services, security operations, cloud security, and managed services.
- Expand existing client accounts and develop new customer relationships through vendor referrals and partner networks.
Required Skills and Experience:
- 10+ years of experience in partner sales, alliance management, channel sales, or business development within IT services, cybersecurity, or enterprise technology.
- Experience working with technology vendors such as Cisco, Splunk, Palo Alto Networks, Fortinet, Check Point, IBM, or similar OEM”s.
- Strong understanding of vendor-partner ecosystems and enterprise technology services business models.
- Experience generating business through vendor relationships and selling services or solutions to end clients.
- Proven experience in enterprise client acquisition, opportunity development, and revenue generation.
- Ability to build relationships with vendor sales teams, partner account managers, enterprise customers, and decision-makers.
- Experience managing end-to-end sales cycles, including lead generation, opportunity qualification, proposals, negotiations, and closures.
- Good understanding of cybersecurity services, SIEM, SOC, security consulting, implementation, integration, and managed security services.
- Strong communication, presentation, negotiation, and stakeholder management skills.
Preferred Candidate Background:
Candidates currently or previously working in:
- IT services and consulting companies
- Cybersecurity services providers
- Cisco and Splunk partner organizations
- Enterprise system integrators
- Value-added resellers (VARs)
- Managed Security Service Providers (MSSPs)
- Technology consulting and implementation firms
Preferred Vendor Ecosystem:
Cisco, Splunk, Palo Alto Networks, Fortinet, CheckPoint, IBM Security, HPE, Juniper Networks, CrowdStrike, and other enterprise cybersecurity and technology vendors.
Key Performance Indicators:
- Revenue generated through technology partnerships
- Number of new enterprise clients acquired
- Partner-sourced and partner-influenced sales pipeline
- New services and cybersecurity engagements secured
- Vendor relationship growth and joint business development
- Sales target achievement and account expansion
Ideal Candidate Profile:
A senior business development or alliance sales professional who understands how technology partnerships work, has strong relationships with Cisco or similar vendor ecosystems, and can convert those relationships into new client engagements for IT services and cybersecurity solutions.The candidate should be commercially strong, capable of engaging both vendor sales teams and end customers, and experienced in selling technology services rather than only hardware or software licenses.
