Partner Sales Manager – India – North, East and Public Sector

Who is Forcepoint

Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place we want you to bring your own energy to help us create a safer world. All we're missing is you!

Essential Functions

• Develop and drive the partner strategy across Forcepoint's top tier focus partners in North, East and Public Sector
• Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required
• Develop new partners aligned to our Data Security Everywhere strategy
• Manage regional distribution activities as necessary including local cadence
• Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers
• A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement
• Manage partner pipeline, cadence and all relevant stakeholder mapping across the organisations and provide partner forecasting back into Forcepoint
• Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers
• Support MDF activities supporting both enablement and customer development objectives

Education and Experience

• Graduate/Post Graduate in business management with 12-15+ years operating in a sales-based environment with understanding of the said market (North and East India and Public sector business). Understanding Enterprise decision-making in large opportunities is helpful
• 5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel
• Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must
• Self starting and comfortable in a dynamic and fast moving environment
• Strong team ethic - we are a small interdependent team
• Ability to think and present in a structured clear way, including developing business plans and executing across multi-functional teams
• Willing to travel as necessary
• Good understanding of distribution models
• Strong knowledge of different partner business models
• Understanding of the industry, key players and technologies is a big plus
• Experience in selling business to business in an IT security company
• A proven track record of driving and motivating the channel
• Ability to close business while achieving a high level of partner satisfaction
• Ability to articulate a value proposition clearly and engage at multiple levels within an organisation
• Ability to present to external audiences