Partner Manager - Canada

As the Partner Manager at BeyondTrust in Canada, you will take charge of driving sales leads through our channel partners and turning these into new business opportunities. Your role involves building strategic channel partnerships, measuring growth initiatives aligned with partner strategies, and collaborating with our sales teams. You will also work closely with the marketing team to develop tailor-made channel marketing programs, on-board new partners, and maintain strong relationships throughout your territory.

To be considered for the Partner Manager position at BeyondTrust, you should have at least 4 years of experience in software channel sales and a proven track record in partner management. Familiarity with the partner ecosystem in Canada is essential, along with skills in Salesforce and report building. Your communication and negotiation abilities must be exceptional, as you'll be dealing with various stakeholders including executives.

BeyondTrust fosters a culture of flexibility, trust, and continual learning. In the Partner Manager role, you will be surrounded by supportive and inspiring colleagues who challenge you to grow personally and professionally. Our values of diversity and inclusion are integral to how we build our teams, ensuring that everyone feels connected and empowered to contribute to our mission of improving cybersecurity.

The Partner Manager contributes to business growth at BeyondTrust by cultivating and enhancing partnerships that directly impact revenue objectives. You'll develop measurable growth initiatives, engage with partners to address their needs, and collaborate with different teams to optimize performance and understand market opportunities. Your dedication to fostering consultative relationships is key to unlocking new sales avenues.

In the Partner Manager role at BeyondTrust, you will be responsible for the measurement and analysis of channel programs and activities. This involves assessing performance metrics to identify areas of improvement and optimization, ensuring you can provide actionable insights to help enhance partner engagements and drive revenue growth.

When answering this question, focus on specific examples from your past roles that illustrate your ability to build and nurture partnerships. Highlight any measurable outcomes, such as revenue growth achieved through strategic alliances, and mention any specific industries or technologies you have experience with.

A great response should emphasize the importance of understanding partners’ business needs and aligning objectives. Discuss your methods for engaging partners, such as regular communication, joint planning sessions, and collaborative marketing efforts, and provide examples of how these strategies have helped strengthen relationships.

To effectively answer this question, share specific strategies you have previously implemented to not only meet but exceed sales goals. This could include analyzing market trends, utilizing data-driven insights, or launching targeted campaigns that resonate with partners and end-users.

Explain that effective communication is the cornerstone of successful partnerships. Discuss how you ensure clarity through regular updates, addressing partner concerns promptly, and maintaining an open dialogue. Highlight how active listening plays a role in understanding and meeting partner expectations.

Use the STAR method (Situation, Task, Action, Result) to describe a challenging situation. Be sure to detail how you identified the issue, the steps you took to address it, and the positive outcome that resulted from your actions.

Discuss your experience with data analysis and how you’ve leveraged performance metrics to inform decisions. Share specific tools or systems you’ve used to track partner engagement and performance, and explain how you’ve adapted your strategy based on insights drawn from that data.

In your answer, provide details about any channel marketing initiatives you have developed or executed. Highlight how these programs successfully engaged partners, increased visibility, and led to higher sales, and discuss your collaborative efforts with the marketing team.

Talk about your conflict resolution style, emphasizing your preference for open communication, seeking to understand the partner's perspective, and working toward a collaborative solution. Providing a specific example of a past conflict resolution can help emphasize your approach.

Explain how you proactively assess satisfaction levels through regular feedback sessions and check-ins. Discuss how you tailor your support and resources to each partner's needs, ensuring they feel valued and equipped to succeed with BeyondTrust solutions.

Approach this question by summarizing your understanding of BeyondTrust's core services and its position in the cybersecurity market. Be sure to mention its focus on intelligent identity and access security, its wide customer base, and how this aligns with your expertise in partner management.