Who is Forcepoint
Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place we want you to bring your own energy to help us create a safer world. All we're missing is you!
Essential Functions
- Develop and drive the partner strategy across Forcepoint's top tier focus partners in North, East and Enterprise Sector
- Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required
- Recruit, onboard, and enable new partners to expand Forcepoint's market coverage
- Drive joint business planning sessions to align partner capabilities with Forcepoint's objectives.
- Manage regional distribution activities as necessary including local cadence
- Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers
- A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement
- Manage partner pipeline, cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint
- Maintain accurate partner forecasts, pipeline visibility, and reporting within CRM
- Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers
- Support MDF activities supporting both enablement and customer development objectives
- Represent Forcepoint at regional partner events, conferences, and networking opportunities.
Education and Experience
- Graduate/Post Graduate in business management with10 - 15+ years operating in a sales-based environment with understanding of the said market (North and East India and Enterprise sector business). Understanding Enterprise decision-making in large opportunities is helpful
- 5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel
- Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must
- Self starting and comfortable in a dynamic and fast moving environment
- Ability to think and present in a structured clear way, including developing business plans and executing across multi-functional teams
- Willing to travel as necessary
- Strong understanding of two-tier distribution models and VAR ecosystems
- Understanding of the industry, key players and technologies is a big plus
- Experience in selling business to business in an IT security company
- Proven track record of exceeding sales/revenue targets within a partner-driven model
- Ability to close business while achieving a high level of partner satisfaction
- Ability to articulate a value proposition clearly and engage at multiple levels within an organization
- Ability to present to external audiences
- Excellent relationship management, negotiation, and communication skills.
- Ability to work collaboratively with internal cross-functional teams (marketing, sales, operations).
