Responsibilities

• Define the 3-Year Partner Ambition: Lead the creation of the multi-year GTM roadmap to scale partner-sourced and partner-led revenues across AI and Endpoint Security domains.
• Ecosystem Architecture: Design and refine partner coverage models, tiering incentives, discount/margin structures, and co-selling frameworks across Distributors, National Resellers, GSIs, and MSSPs.
• Sales Plays & Motion Design: Architect programmatic sales plays (e.g., net-new logo acquisition, competitive EDR takeouts, and fast-landing entry plays like AES/XDR soft-bundling).
• Pre-Sales & Systems Engineering Scaling: Partner with Regional Technical Directors and Channel SE leads to design pre-sales enablement programs, certification tracks, and hands-on laboratory workshops (e.g., Ultimate Test Drives, Capture the Flag).
• Rigorous Analytical Modeling: Conduct deep-dive market sizing, pipeline coverage analyses, and discount/margin impact studies using Salesforce, Tableau, and data platforms.
• Cadence & Governance: Establish global operating rhythms—including bi-weekly operational reviews, QBRs with executive sponsors, and quarterly deal registration audits—to maintain pipeline momentum and resolve deal-logging gaps.
• Theater Alignment: Collaborate closely with Theater Ecosystem and Sales leaders, Ecosystem Programs team, Partner Development Managers (PDMs), and Channel Business Managers (CBMs) to iterate and scale the success of the GTM initiatives

Requirements

• 3+ years of relevant work experience (pre-MBA), or recent MBA graduates with up to 2 years of post-MBA experience in management consulting or top-tier tech strategy or “bizops” functions.
• MBA graduate from a top-tier B-school or similar academic credentials or “direct promote” in Consulting or equivalent military experience.
• GTM Strategy experience / projects in B2B software industry.

Preferred

• Excellent analytical skills with strong attention to detail, experience using reporting and analytics applications, e.g., Salesforce, Tableau, GCP.
• Self-starter who thrives in fast-paced, high-growth environments with minimal supervision.
• Prior experience in planning, designing, and implementing Sales Improvement solutions at a global scale.