Partnership Development Specialist (Mid-Atlantic USA)
About eSentire
eSentire, Inc. is the Authority in Managed Detection and Response, protecting the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries from known and unknown cyber threats.
Founded in 2001, the company’s mission is to hunt, investigate and stop cyber threats before they become business-disrupting events. Combining cutting-edge machine learning XDR technology, 24/7 Threat Hunting, and proven security operations leadership, eSentire mitigates business risk and enables security at scale.
The Team eSentire difference means enterprises are protected by the best in the business with a named Cyber Risk Advisor, 24/7 access to SOC Cyber Analysts, Elite Threat Hunters, and industry-leading threat intelligence research from eSentire’s Threat Response Unit (TRU). eSentire provides Managed Risk, Managed Detection and Response and Incident Response services.
It's our mission at eSentire to protect our customers 24/7/365 and we extend this conviction to job seekers. During the application and interview process, eSentire will communicate with you from one of our corporate "@esentire.com" email addresses, never from a public email address. We strive to provide a welcoming, respectful, and thorough interview process, providing the candidate with ample opportunity to spend time with the hiring manager, recruiter, and future colleagues face to face, or using a video conference technology.
The Role:
The Partnership Development Specialist is responsible for executing a cohesive business development strategy to identify and advance new opportunities to drive growth, sustainability, and impact. The Partnership Development Specialist will work closely with members of the Field Channel Team, the Channel Operations Team, Field Sales & Marketing to build and execute strategies to enable the achievements of business goals.
This role will be critical to finding and acquiring new partners that align to an ideal partner profile as well as working with existing partners to reignite relationships to uncover new opportunities. The Partnership Development Specialist will work closely with the Field Channel Managers in follow up activities coming out of demand generation events while working together to build a prescriptive outreach process to keep eSentire top of mind within the targeted partner community.
Responsibilities:
- Represent the eSentire brand well, effectively communicate a clear and concise overview of the product and service offerings.
- Articulate, differentiate, and position the value of eSentire products and services.
- Learn about potential and existing partner goals, motivations, and obstacles. Leverage this understanding to support partner and sales discussions about goals aligned with eSentire’s product and service offerings.
- Qualify potential new partners to ensure alignment with eSentire’s Ideal Partner Profile
- Work closely with partners to ensure a smooth transition across opportunity stages, from lead generation, qualification, acquisition and onboarding,
- Efficiently manage a continuous pipeline of new partner opportunities to meet business goals through monthly funnel reporting, effective communication across teams about partner activities, and ensuring follow through on the partners’ journey.
- Support annual revenue forecasting and metrics to meet or exceed business goals.
- Review Partner Portal metrics and seek out ways to optimize, improve / what's working and or not working.
- Drive attendance at and for sales and technical training.
- Drive adoption of marketing programs, campaigns, as well as awareness & participation in promotions/incentives; including ecosystem plays/programs as they are identified & developed.
- Communicate regularly and effectively to partner contacts with information that informs/enables them so they can flow to their sales teams and agents.
What We Require:
- Professionalism and strong ability to build rapport.
- Ability to manage complex projects and multi-task.
- Ability to flourish with minimal guidance, be proactive, and handle uncertainty.
- Time management and planning skills
- Strong communication, interpersonal, and negotiation skills
- Business savviness with ability to discover new potential business and partner opportunities.
- BSc/BA degree in business administration, sales, or relevant field
- 3-5 years’ experience as a business development manager, sales or accounts manager, or relevant role
Nice to have Requirements:
- High level of proficiency with Microsoft Office productivity suite and Sales Force
- Experience working with TSB’s such as Avant, Telarus and Intelysis
- Demonstrated knowledge of sales and marketing techniques and principles
- Proven track record of meeting or exceeding sales targets
Why a Career with eSentire?
Our Culture: At eSentire we work in a collaborative and innovative work environment. We work with brilliant and passionate people who strive and encourage others to do their best. eSentire’s idea-rich environment welcomes creative and sometimes unconventional perspectives!
Growth Opportunities: At eSentire you will have the opportunity to grow and make an impact from your work. We encourage innovation in all who become a part of our team. With growing operations internationally, there are many lateral and upward advancement opportunities for rewarding and developing careers with eSentire. We’re strong believers in continuing education and provide the resources that you need to continue learning.
Employee Perks: We provide breakfast, snacks and refreshments (at our physical office locations in Waterloo, London, and Cork), flexible working hours and vacation, company-wide equity and bonus programs, subsidies for continuing education and health & wellness, and attractive compensation and benefits plans. We make it our obligation to the team to stay current with compensation trends in the tech field!
We thank all applicants in advance for applying. Only individuals selected for interviews will be contacted.
eSentire is committed to creating a fair work environment that is aligned with the Accessibility for Ontarians with Disabilities Act (AODA). We guarantee equal treatment and provide opportunities regardless of race, creed, color, religion, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, status as a protected veteran or any other legally protected grounds and will not discriminate on these basis. If you have any accessibility requirements during the recruitment process, please reach out to our HR team at aoda@esentire.com and any accommodation needs will be addressed upon request.
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Other details
- Job Family Business Development
- Pay Type Salary
- Maryland, USA
- North Carolina, USA
- Virginia, USA