Have you heard of BlueCat? We’re one of those hidden gems that’s been disrupting the market as a key player in the rapidly growing space of Intelligent Network Operations. Organizations require a new model of network operations that links foundational core services with a deep, predictive understanding of network health and performance to improve change readiness. BlueCat’s Intelligent NetOps is a first-to-market combination of systems of understanding and change. BlueCat enables teams to enhance agility and mitigate risks from high rates of change with a unified management lifecycle, from provisioning to proactive troubleshooting and remediation.
At BlueCat, we take immense pride in our award-winning culture, an integral part of our identity. We are proud recipients of several prestigious accolades, including the "Great Place to Work" certification. By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion.
We are looking for Senior Partner Sales Manager to join our growing team.
Position Overview:
The Senior Partner Sales Manager (PSM) is a strategic and visible role responsible for driving incremental channel pipeline and closed-won bookings originated by partners for our Observability portfolio (LiveAction). Chanel partners include VARs, MSPs, Distributors, and technology partners. The Senior PSM will be a hands-on driver for new business by building out and managing the day-to-day channel. Working cross-functionally and closely with direct sales in a fast pace/fast growth environment, you will have the opportunity to thrive and significantly impact the overall business.
Job Responsibilities:
· Drive Partner Sourced New Logo (PSNL) sales through focused Partners (resellers, MSPs). Work closely and support the BlueCat sales team who will lead the sales process for each opportunity by ensuring co-sell support by partners.
·Identify, recruit, and enable strategic partner targets (VARs, MSPS) with a primary focus on UK.
·Drive and grow qualified Deal Registration by leveraging account mapping, enablement, and highly curated field marketing events with partners to deliver pipeline growth within your region.
·Develop strong selling relationships and be viewed as the “Trusted Advisor” with focused BlueCat Partners including forging strategic executive level partner relationships.
·Own and drive the regional alliance partnerships with Keysight, Gigamon, and Cisco.
·Forge deep relationships with regional distributors and create joint go-to-market motions that drives regional business expansion.
·Work with the EMEA channel team to find synergies across partners that drive Observability business.
·Work cross functionally, across internal BlueCat teams to ensure Partner growth and overall success.
·Drive enablement for assigned partners around product (Sales and Technical), best practices, and marketing.
·Build and implement growth plans and support QBRs for focused Partners.
· Provide insight to leadership into Partner Pipeline, Deal Registrations and open opportunities.
·Align and work closely with regional Sales leaders/teams to support partner sourced deals from pipeline creation through closure.
·Hit and surpass quarterly quotas and qualified lead targets.
Organizational Alignment:
·Reports to Sr. Director of Channel, EMEA
Qualifications:
·Must reside in UK
·Minimum of 5+ years of in-region channel experience in Enterprise software or technology networking/security company. Prior experience supporting a-2 tier reseller model preferred
·Experience in Network Observability/Network Performance Monitoring/Packet Capture (NetScout, Riverbed, SolarWinds, ExtraHop…)
·Proven forecasting skills and proven ability to exceed quota
·Excellent communication skills, both written and verbal
·Ability to multi-task, prioritize and coordinate tasks to meet multiple deadlines
·Skilled in pipeline development, territory planning, and strategic partner management
·Proven ability to work in a collaborative, cross-functional environment
·50% travel is expected
·Experience in Salesforce
