Director, Ecosystems - Strategic West
$356,000–$415,250 year
HybridLos Angeles, California, United States or Santa Clara, California, United States
Job Summary
Develop and execute the Strategics West partner strategy, aligning it with global channel priorities and segment sales goals. Define tailored go-to-market plans for Global Systems Integrators, National VARs, Cloud Service Providers, and Managed Security Service Providers to drive rapid enterprise land-and-expand strategies. Bridge direct and channel motions to help partners navigate complex greenfield accounts, while collaborating with theater sales executives and partner managers to deliver measurable results in net-new revenue and market share. Lead business reviews with senior partner stakeholders to optimize execution and provide world-class relationship development across the ecosystem. Partner with marketing and product leadership to design targeted acquisition campaigns and competitive displacement training, using data-driven insights to guide co-investment decisions. This role reports into the Americas Ecosystems organization within a matrixed environment focused on driving long-term growth.
Required Qualifications
- 10+ years combining Enterprise Direct Sales / Account Management and Tech Channel Management, Partnerships, Business Development, or Partner Strategy experience
- Demonstrated success as a business leader driving influence and building relationships with decision-makers across all levels of internal sales teams and external partner organizations
- Strong analytical understanding of channel operating models, partner economics, incentives, and ecosystem dynamics (specifically how to motivate partners to hunt new logos)
- Proven experience formulating a partnership vision, creating strategic business plans, and executing them to deliver net-new revenue growth
- Excellent executive communication and relationship-building skills, with documented experience engaging directly with C-level executives at top strategic partners and Fortune 500 prospects
- Must maintain a valid driver's license
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.