Strategic Partner Executive, World Wide Technology (WWT)

5 дн. назад

USASeniorRemote

Senior strategic partner leader to manage and accelerate the relationship with World Wide Technology (WWT) as a key channel partner in cybersecurity.

Обязанности

Horizon3 is seeking a senior, strategic partner leader to own and accelerate our relationship with World Wide Technology (WWT), one of our most important strategic channel partners.
This role will serve as the senior business owner for the Horizon3 –WWT relationship. You will develop and execute a multi-year joint business strategy, expand executive alignment, increase partner-led pipeline and revenue, and embed NodeZero into WWT’s security portfolio, services motions, and customer engagements.
This is not a transactional channel role. The successful candidate will bring the executive presence, commercial judgment, cybersecurity channel expertise, and operating discipline required to manage a complex, matrixed strategic alliance. You will build trusted relationships across WWT’s executive leadership, sales, solution architecture, technical, services, marketing, procurement, and marketplace teams while aligning Horizon3 Sales, Channel, Marketing, Product, Customer Success, Support, Finance, and Legal around shared priorities.

Условия

Inclusive Team: We value diversity and promote an environment where everyone can thrive.
Growth Opportunities: Join a dynamic company with meaningful opportunities to grow.
Innovative Culture: Work with a team solving important cybersecurity problems through practical innovation.
Hybrid & Remote Work: We support remote and hybrid work models depending on role and location.
Competitive Compensation: We offer competitive salary, equity, and benefits, including health, vision, dental, flexible vacation, and generous parental leave.
At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations.
In accordance with various State’s transparency regulations, we provide the following salary range information for this position:
In accordance with applicable salary-transparency regulations, the compensation range for this position is $277,000–$320,000 OTE with a 60/40 split annually .The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.
Additional compensation: This role may also be eligible for an equity package (in the form of stock options). If any other compensation benefits apply, they will be discussed during the interview process.

Другое

Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs.
We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.
Develop and maintain a comprehensive multi-year joint business plan with WWT.
Establish shared objectives across revenue, pipeline, customer acquisition, services adoption, enablement, and strategic account penetration.
Identify the highest-value WWT practices, regions, industry verticals, customer segments, and solution motions for Horizon3 to prioritize.
Translate company strategy into a focused partner plan with clear owners, milestones, investments, and measurable outcomes.
Lead regular executive business reviews and communicate progress, risks, competitive dynamics, and investment needs to senior leadership.
Establish trusted relationships with WWT executives and leaders across sales, security, technical architecture, services, marketing, procurement, and strategic alliances.
Create a durable, multi-threaded relationship map that extends beyond individual contacts or active opportunities.
Develop executive-to-executive engagement between WWT and Horizon3 leaders.
Build advocacy for NodeZero across WWT’s field organization, strategic practices, and technical communities.
Ensure Horizon3 remains a preferred and strategically relevant security partner within WWT.
Build a predictable, measurable WWT-sourced and WWT-influenced pipeline.
Orchestrate joint account mapping and whitespace analysis across WWT’s customer base.
Identify, qualify, and advance strategic opportunities with Horizon3 Account Executives and Sales Engineers.
Develop repeatable co-selling plays that expand NodeZero adoption across enterprise, federal, and other priority segments.
Support expansion from initial use cases into broader deployments, recurring programs, and strategic customer relationships.
Maintain rigorous pipeline, forecast, deal-registration, and opportunity-management discipline.
Position NodeZero as a strategic component of WWT’s cybersecurity, exposure management, security validation, and managed services offerings.
Identify opportunities to create or expand WWT services, packaged solutions, and repeatable delivery motions around NodeZero.
Partner with WWT solution architects, technical specialists, and services leaders to establish technical credibility and implementation readiness.
Develop a joint value proposition that demonstrates measurable business value for WWT, its sellers, and its customers.
Drive the transition from partner engagement and enablement to active selling, delivery, customer outcomes, and advocacy.
Create and execute a comprehensive WWT enablement strategy for sellers, technical teams, services organizations, and leadership.
Develop field-ready messaging, battlecards, solution briefs, discovery guides, demo paths, and account-planning resources.
Establish a cadence of trainings, workshops, solution showcases, partner events, and opportunity reviews.
Measure enablement effectiveness through seller engagement, qualified opportunities, pipeline creation, win rates, services attachment, and revenue.
Continuously refine programs based on field feedback, performance data, and market response.
Serve as the central internal point of coordination for the WWT relationship.
Align Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal around joint priorities.
Establish clear operating rhythms, decision rights, escalation paths, and communication standards.
Remove internal and partner friction that delays opportunities, enablement, contracting, implementation, or customer success.
Ensure commitments to WWT are tracked, resourced, and delivered.
Develop recommendations for partner investments, including MDF, events, enablement, technical resources, and executive engagement.
Manage approved partner investments with a focus on measurable return.
Define and monitor KPIs such as sourced and influenced pipeline, bookings, win rate, active sellers, trained resources, services adoption, customer expansion, and partner-sourced recurring revenue.
Provide clear executive reporting on performance, risks, competitive activity, and required actions.
Use data and partner insight to prioritize resources and adjust strategy.
Maintain a strong understanding of WWT’s strategic priorities, customer needs, competitive landscape, and evolving services portfolio.
Monitor competitor activity within WWT and identify risks to Horizon3 ’s position.
Bring structured market and partner intelligence back to Horizon3 leadership and relevant internal teams.
Identify opportunities to differentiate NodeZero through proof of value, customer outcomes, technical credibility, and partner economics.
10+ years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development.
Demonstrated success managing and growing a complex relationship with a major technology reseller, systems integrator, distributor, MSSP, or MSP.
Direct experience working with WWT is strongly preferred; comparable experience with a large, matrixed strategic partner is required.
Proven track record of building joint business plans and delivering measurable partner-sourced or partner-influenced revenue.
Deep understanding of enterprise cybersecurity, SaaS, cloud, security services, and solution-selling motions.
Strong knowledge of how large channel partners organize and execute across sales, technical, services, marketing, procurement, and executive functions.
Experience creating partner-led services, solution bundles, or repeatable go-to-market motions.
Demonstrated ability to engage and influence senior executives while also driving execution at the field level.
Strong commercial judgment and experience managing complex, multi-stakeholder negotiations and investments.
Exceptional pipeline management, forecasting, business planning, and executive reporting skills.
Excellent presentation, communication, facilitation, and relationship-building abilities.
Experience using Salesforce and related partner, pipeline, and reporting systems.
Ability and willingness to travel up to 50% to support WWT, customer, and industry engagements.
You have made a strategic partner materially more productive—not merely maintained the relationship.
You understand how to navigate a large, matrixed organization and create momentum across multiple practices and stakeholders.
You can move comfortably between executive strategy, field enablement, technical conversations, and deal execution.
You bring a clear point of view, strong ownership, and the persistence required to build durable partner momentum.
You know how to turn a joint business plan into measurable pipeline, customer value, and revenue.