The Role
The VP, Partner Ecosystems owns the strategy, architecture, and health of BeyondTrust's partner ecosystem - resellers, distributors, technology alliances, MSSPs, and cloud/marketplace partners. Reporting to SVP Global Partnerships, this role builds and leads the team and programs that turn partners into a predictable, scalable growth engine, working closely with Sales, Marketing, Product, and Customer Success to align partner strategy with company revenue goals. The ideal candidate brings 10+ years of progressive partnerships, channel, or alliances leadership experience in enterprise cybersecurity or SaaS, with a track record of designing partner programs that scale sourced and co-sold revenue.
What You'll Do
- Ecosystem Strategy: Define and own execution of the overall partner ecosystem strategy for resellers, distributors, technology/ISV alliances, MSSPs, and cloud marketplaces aligned to partner growth targets.
- Program Alignment & Governance: Build and evolve partner tiering focus and execution against partner program.
- Revenue Growth: Own ecosystem revenue targets; drive partner-influenced and partner-originated bookings, expansion, and retention across the portfolio.
- Team Leadership: Hire, lead, and develop a team of partner/alliance managers; set goals, coach performance, and build a scalable organizational structure.
- Strategic Alliances: Drive field execution of go-to-market alliances that extend BeyondTrust's platform value and market reach.
- Cross-Functional Alignment: Partner with Sales, Marketing, Product, and Customer Success to embed partner motion into pipeline generation, launches, and renewals.
- Business Reviews & Forecasting: Run executive and quarterly business reviews with top partners and align to support sales in opportunity management.
- Enablement: Ensure partners are trained, certified, and equipped with the tools and content needed to sell and support BeyondTrust solutions.
- Ecosystem Health & Metrics: Define and track KPIs (partner-sourced revenue, GRR/NRR, partner activation) and report results to executive leadership.
- Market Representation: Represent BeyondTrust at partner and industry events, and serve as an executive sponsor for strategic partner relationships.
What You'll Bring
- 10+ years of experience in partnerships, channel sales, or alliances, including 5+ years in a senior leadership role, ideally in cybersecurity or enterprise SaaS.
- Proven track record building and scaling partner ecosystems that deliver measurable, sourced/co-sold revenue growth.
- Experience negotiating and structuring partner agreements, incentive programs, and tiered partner models.
- Strong people-leadership experience: hiring, developing, and managing a distributed partnerships/alliances team.
- Deep understanding of channel go-to-market models (VAR, VAD, MSSP, technology alliances, cloud marketplaces).
- Executive-level communication and relationship-building skills, with experience presenting to C-level partners and internal leadership.
- Fluency with CRM and partner-management tooling (Salesforce, PRM platforms) and data-driven forecasting.
- Willingness and ability to travel domestically/internationally to support partner and industry engagements.
Nice To Have
- Experience in privileged access management, identity security, or broader cybersecurity markets.
- Prior experience launching a partner program or ecosystem function from the ground up.
- Experience with cloud marketplace partnerships (AWS, Azure, GCP Marketplace).
- MBA or equivalent advanced business experience.
Better Together
Diversity. Inclusion. They're more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
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