СШАGlobal Partner Programs and Operations Manager
вчера
СШАSenior
partner relationship managementprogram managementstrategic planningcross-functional collaboration
Manage and own the end-to-end partner programs and operations including strategy, incentives, policies, and processes for cybersecurity products.
О компании
- is the leader in OT and IoT Cybersecurity. We protect the world's critical infrastructure, industrial and government organizations from cyber threats by providing exceptional network visibility, threat detection and operational insight. We’re always innovating and we hire the best at what they do to ensure our customers always have access to fast product enhancements, exceptional engineering support and rapid deployment across continents. If you like a challenge, and value integrity and customer success, we invite you to help build the future of OT and IoT cybersecurity.
- Diversity, Inclusion and Belonging are part of our core beliefs, at . Diversity of thought, background and culture broadens our knowledge of the world and helps us learn, grow, and gain new perspectives. What makes us all different is what makes us powerful.
Обязанности
- Define partner program strategy and roadmap: own the multi-year partner program strategy and roadmap, benchmarked against competitive OT/IoT and adjacent security vendor programs, and translate it into scalable frameworks that partners understand and internal teams can execute.
- Develop new program tracks: shape distributor program tiers and economics, and emerging programs such as an Authorized Assessment Partner track, from business case through launch.
- Own tier design and governance: design and own the partner tier model end-to-end (e.g., Elite, Advantage) — qualification criteria (revenue, certifications, investment), benefits, and discount structures across all regions and partner types — including advancement/demotion mechanics, an annual tier review cadence, and a partner-facing tier scorecard.
- Capture the voice of the partner : run a structured partner feedback cadence — a partner advisory council, NPS/CSAT, or similar mechanism — that feeds directly into tier and benefit design.
- Own partner enablement: design and maintain the partner enablement curriculum (sales, technical, and certification tracks), define the competency and certification requirements tied to each tier, and manage the partner LMS content calendar, partnering with the Enablement team on delivery.
- Own the partner ecosystem, portal, and PRM experience: treat the partner portal as a product — owning content strategy, the self-service resource center, deal-registration workflow, and UX/roadmap in partnership with IT and the PRM vendor.
- Build and publish program assets: program guides, benefit summaries, logos and badges, and partner-facing communications that are clear, consistent, and easy to act on.
- Design and administer partner incentives: launch and manage the Partner Rewards Program and individual SPIFF campaigns, including eligibility, qualifying activities, fulfillment, and compliance controls.
- Run benefit programs: manage the Marketing Development Funds (MDF) program, the Not-For-Resale (NFR) program, partner training allowances, and certification-linked benefits.
- Govern program compliance: own partner portal terms and conditions and program policies with Legal, and lead the annual partner review, including onboarding, tier changes, and offboarding.
- Drive operational excellence: maintain the Partner Program internal process and procedures guide, and champion Salesforce data hygiene for partner accounts, deal registration, and reporting.
- Measure and report: own the program's anchor metrics — partner-sourced/partner-influenced NACV, % of NACV by tier, partner activation rate, time-to-first-deal, portal engagement, training completion, deal-registration SLA, and MDF utilization/ROI — and build the reporting and financial models behind them, delivering insights and recommendations to channel leadership and executives.
- Enable the internal channel team: equip Partner Account Managers with the tools, templates, and ghost-written communications they need to engage and grow their partners.
- Champion the program externally: support partner marketing, swag and recognition programs, and industry award submissions that raise the program's profile.
- Embody ’ cultural pillars, promoting transparency, trust, and accountability.
Условия
- All of our benefits are customized to the country you are based in, naturally we want to get the best out of our Nozomiers, so we provide the best benefits packages, such as:
- Health & Wellness
- Financial
- Work-Life Balance
- Unparalleled Flexible Time-Off
Другое
- Now is an amazing time to join as we build the future of OT and IoT cybersecurity.
- We defend some of the world’s largest organizations and critical infrastructure in more than 68 countries and we’re just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure.
- As the Global Partner Programs and Operations Manager, you will own the Partner Program end to end: its structure, benefits, incentives, policies, and the operational processes behind it. You will turn strategy into clear, scalable frameworks that partners understand and internal teams can execute, working across Sales, Marketing, Legal, Finance, Deal Desk, Enablement, and RevOps to make Nozomi the easiest and most rewarding OT/IoT security vendor to partner with.
- You could be the next "Nozomier"! If this sounds like you, read on.
- 7+ years of experience in channel or partner programs, channel operations, or alliances at a B2B technology company; cybersecurity experience strongly preferred
- Proven track record designing and launching global partner programs, including tiering, benefits, discounts, MDF, NFR, and incentive/SPIFF programs
- Working knowledge of two-tier distribution models, reseller and MSSP economics, and partner contracting
- Strong operational and analytical skills, including advanced Excel and program financial modeling
- Hands-on experience with Salesforce and partner relationship management (PRM) or partner portal platforms
- Exceptional written communication, with the ability to turn complex policies into simple, publish-ready content
- Ability to lead cross-functional initiatives with Legal, Finance, Marketing, and Sales without direct authority
- Comfort operating across time zones and cultures with a global partner base
- A bias for simplicity, structure, and scalable processes
- Ability to operate in high-trust, high-confidentiality environments
- Active Listening and Communication
- Business Insight and Acumen. Objection Handling, Influencing and Negotiation
- Planning & Organizing. Customer Focus
- Sales Process and Pipeline Management
- Solution Orientated Mindset
- Teamwork, Collaboration and Cultural Alignment
- Drive for Results (Get things done)
- is committed to fair and equitable compensation practices. The base pay scale for this position is $160,000 - $180,000. This is the range the company reasonably and in good faith expects to pay for the position taking into account factors including job-related knowledge, skillset, experience, education and training, certifications, and other relevant business factors. Applications outside the range are welcome to apply.
- Additional Compensation and Benefits : The company also offers a wide range of competitive benefits, including medical, dental, vision, life insurance, and disability insurance for eligible employees. The successful candidate may also be eligible to participate in the company’s equity program and/or variable bonus program, subject to the rules governing such programs.
- In addition, eligible employees are able to enroll in a 401(k) plan along with the employer matching program. also offers eligible employees flexible paid time off, paid holidays and paid parental leave.
- Successful candidates will be subjected to background verification checks.
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