BeyondTrust

• Build, cultivate, and develop strategic channel partnerships and relationships aligned with sales leadership in region. • Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels. • Coach our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level. • Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns. • Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners. • Complete joint business plans and run monthly and quarterly business reviews with your focus ecosystem partners. • Collaborate with Beyond sales, marketing, and enablement teams to achieve partner business plan goals. • Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement. • Ensure partner compliance with partner agreements and drive adoption of partner programs. • Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities.

• Deliver solution presentations, demonstrations and recommendations to prospects and customers. • Develop technical relationships with existing customers through Quarterly Technical Reviews. • Assist in response to Request for Proposals/Information. • Represent BeyondTrust at Trade Shows, Seminars, and other Company Events. • Use common Sales & Marketing applications such as Salesforce, Confluence, Skytap, etc. • Document customer's technical requirements and build Proof-of-Concept (POC) documentation to track and address customer priorities and objectives. • Provide support for BeyondTrust Partners. • Continue to develop both BeyondTrust product and industry knowledge. • Train and mentor other Solutions Engineers.

• Direct and coordinate activities regarding the sale of company products/solutions by contacting prospects and leads to generate interest and qualify demand. • Identify opportunities to cross-sell and upsell within the existing customer base. • Cultivate strong relationships with key decision-makers and influencers throughout sales efforts. • Act as advisor to clients, maintaining a knowledge base of technical and industry information as well as reporting on industry fluctuations and market conditions. • Attend corporate trade shows and events, as needed. • Schedule and conduct high-level demonstrations and detailed presentations to prospects, customers, and partners; lead RFPs and communicate with internal stakeholders. • Maintain accurate sales pipeline activity and records in Salesforce, and analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor customer preferences.

Role Description The National Partner Manager is responsible for executing our partner ecosystem strategy to help achieve the national partner sales goals. This role will be managing the national relationships of key partners. You represent the full portfolio of BeyondTrust products and services to your assigned partner, driving partner enablement and engagement to ensure business growth with partner and customer success. - Build and cultivate strategic channel strategies and relationships with CDW. - Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels. - Coach our sales team on how to engage with the assigned national partner and connect sellers with your partner at the account and opportunity level. - Facilitate the BeyondTrust marketing connection with ecosystem partners for trifecta campaigns. - Foster sales leader introductions and relationships to maintain multi-level connections. - Deliver partner sales enablement as an educator and coach, and orchestrate additional sales and technical training and certification as needed by ecosystem partners. - Complete joint business plans and run quarterly business reviews with your primary ecosystem partner. - Collaborate with BeyondTrust sales, marketing, and enablement teams to achieve partner business plan goals. - Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement. - Ensure partner compliance with partner agreements and drive adoption of partner programs. - Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities. Qualifications - 5+ years of experience in partner management within software security. - Bachelor’s degree in a related field, or equivalent experience. - Demonstrated ability to establish positive and lasting business relationships. - Experience in strategic joint business planning with partners. - Demonstrated track record of meeting and/or exceeding revenue objectives. - High-energy, motivated self-starter with curiosity and passion for learning. - Exceptional communication and presentation skills to all levels of partner organizations. - Strong interpersonal skills and high emotional intelligence. Requirements - Existing relationships with existing BeyondTrust alliance partners. - Experience of analyzing performance to identify areas of improvement and optimization. - Experience with Salesforce CRM, Partner Relationship Management systems, and report building. Benefits - Diversity and Inclusion as guiding values. - Supportive culture that takes care of employees so they can take care of customers. - Hiring incredible people from diverse backgrounds to strengthen the team. Company Description BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders. BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners. Learn more at www.beyondtrust.com .

• Support multiple concurrent customer implementation projects • Track and maintain project plans, timelines, and key milestones • Coordinate meetings, capture notes, and track action items and owners • Communicate project status, updates, and next steps to customers and internal teams • Assist with onboarding activities including access setup and scheduling for clients • Support documentation of project processes, workflows, and deliverables • Track project risks, issues, and dependencies; escalate as needed • Coordinate with technical and non-technical teams to support issue resolution • Maintain accurate project records in internal systems • Support continuous improvement efforts through documentation and feedback

• Identify, generate, qualify, and close new business for customers and prospects in a defined territory. • Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business). • Work with a select group of strategic Federal Systems Integrators to manage sell-to, sell through, and sell-with. • Partner directly with the Federal Sales team to ensure alignment, strategy and overall GTM engagement.

• Responsible for processing the global payroll cycle of 400+ International Employees • Ensure accurate payroll preparation/processing and related responsibilities such as tax filing and reporting • Validate gross-to-net payroll calculations and process payroll registers • Perform pre- and post-payroll reconciliations • Engage 3rd Party Vendors for various filing requirements • Maintain confidential information regarding Employee information within personnel database • Assist Accounting team with international audits and General Ledger Reconciliation

• Drive the evolution of our identity security platform by leading a team of cutting-edge security researchers • Identify emerging identity attack vectors and develop novel detection methodologies • Build production-grade security systems with emphasis on scalability, reliability, and performance optimization • Explore large-scale customer datasets using Spark and Databricks to validate detection hypotheses and uncover new threat patterns • Provide technical leadership and mentorship to product and engineering teams

• Develop and deploy machine learning models (supervised, unsupervised, deep learning) for production use cases • Design experiments, define success metrics, and run rigorous offline and online evaluations (A/B tests, holdouts, causal analyses) • Fine-tune, prompt-engineer, and evaluate large language models for domain-specific tasks • Partner with data engineering to define the features, datasets, and pipelines needed for model training and inference • Collaborate with engineering, product, and business teams to translate ambiguous problems into well-scoped modeling solutions • Build monitoring and evaluation frameworks to track model performance, drift, and fairness over time • Communicate findings and recommendations to both technical and non-technical stakeholders through clear visualizations and written reports • Mentor other data scientists and help raise the bar for modeling rigor across the team

• Manage customer communication and expectations. • Provide phone, email and chat Support to assigned accounts. • Provide troubleshooting and debugging of customer problems. • Act as the customer liaison to Engineering, Sales, and Field Engineer teams. • Transition product issues to Engineering and product enhancements to Product Management, tracking status to the customer regularly. • Escalate critical issues and roadblocks to the Technical Support Manager. • Be a part of the on-call rotation for the assigned product team