Senior Director of Partnerships and Business Development

You will lead the execution of partnership and go-to-market strategies by building and managing strategic alliances with global industrial OEMs, cybersecurity integrators, and resellers. You will negotiate and manage partner contracts, develop sales enablement and training programs, expand channel sales, monitor partner performance, conduct market research, and provide actionable insights to senior leadership. You will collaborate closely with sales and marketing to ensure partners are enabled and successful, and travel as needed to meet partners and attend industry events.

Responsibilities

• Identify, negotiate, and establish strategic alliances with global industrial OEMs and cybersecurity integrators
• Develop and execute partnership strategies that align with business goals
• Foster and maintain strong relationships with partners to drive mutual business growth
• Expand sales channels by identifying and developing new opportunities with resellers and integrators
• Collaborate with sales and marketing teams to align and execute partnership initiatives
• Drive contracts, sales enablement, and incentive programs to maximize partner performance
• Develop and implement sales enablement strategies to empower partners
• Create and manage partner training programs about products and solutions
• Monitor and analyze partner performance metrics to identify improvement opportunities
• Lead contract negotiations with partners and ensure compliance with company policies
• Manage and oversee execution of partnership agreements and contracts
• Conduct market research to identify trends and opportunities in industrial and cybersecurity sectors
• Provide insights and recommendations to senior leadership on partnership and business development strategies
• Stay abreast of industry developments and competitor activities

Requirements

• Bachelor's degree in Business, Marketing, or related field (MBA or advanced degree preferred)
• Minimum of 10 years of experience in business development, partnership management, or related field
• Proven track record forming and managing strategic partnerships with global industrial OEMs
• Experience working with cybersecurity integrators and resellers
• Strong network within the industrial and cybersecurity sectors
• Excellent negotiation, communication, and interpersonal skills
• Ability to think strategically and execute tactically
• Strong analytical and problem-solving skills
• Ability to travel as needed