Job description
Who We Are
In today’s work environment, employees use a myriad of devices to access IT applications and data over multiple networks to stay productive, wherever and however they work. Ivanti elevates and secures Everywhere Work so that people and organizations can thrive.
While our headquarters is in the U.S., half of our employees and customers are outside the country. We have 36 offices in 23 nations, with significant offices in London, Frankfurt, Paris, Sydney, Shanghai, Singapore, and other major cities around the world.
Ivanti’s mission is to be a global technology leader enabling organizations to elevate Everywhere Work, automating tasks that discover, manage, secure, and service all their IT assets. Through diverse and inclusive hiring, decision-making, and commitment to our employees and partners, we will continue to build and deliver world-class solutions for our customers.
Our Culture - Everywhere Work Centered Around You
At Ivanti, our success begins with our people. This is why we embrace Everywhere Work across the globe, where Ivantians and our customers are thriving. We believe in a healthy work-life blend and act on it by fostering a culture where all perspectives are heard, respected, and valued. Through Ivanti’s Centered Around You approach, our employees benefit from programs focused on their professional development and career growth.
We align through our core values by locking arms in collaboration, being champions for our customers, focusing on the outcomes that matter most and fighting the good fight against cyber-attacks. Are you ready to join us on the journey to elevate Everywhere Work?
Why We Need You!
As a Partner Sales Manager at Ivanti, you will spearhead strategic revenue growth within the Federal sector by engaging key partners and enhancing our robust ecosystem. This role offers the opportunity to collaborate with diverse teams, drive impactful channel strategies, and elevate Everywhere Work. You’ll be part of an innovative culture that prioritizes professional development and values diverse perspectives. With competitive compensation, a focus on work-life balance, and a commitment to employee success, joining Ivanti means contributing to a global mission that empowers organizations while advancing your career in a dynamic environment.
About The Team
The North American Sales organization at Ivanti are building teams that understand the increasing complexity and sophisticated threats our enterprise customers face daily. Our mission is to adapt and anticipate the disparate needs of the modern workforce to automate the tasks that discover, manage, secure, and service all IT assets.
What You Will Be Doing
- Drive strategic revenue growth across a targeted set of Federal partners, including Telco, GSI, Regional SIs, VARs, and Distribution.
- Collaborate with Sales, Marketing, and Partner Programs to enhance joint engagement and capitalize on cross-sell/upsell opportunities.
- Act as the primary liaison between Ivanti and partners, facilitating alignment across sales, marketing, and professional services teams.
- Develop and execute strategies for emerging partners to integrate into the Ivanti Ecosystem, ensuring long-term growth and engagement.
- Create and manage the pipeline for partner-led sales, ensuring critical targets in revenue and partner satisfaction are consistently met.
- Lead contract strategy discussions and partner selection processes in alignment with Federal leadership and account teams.
- Foster a culture of teamwork, accountability, and mutual support within the partner ecosystem to drive success.
- Analyze data to formulate actionable plans for revenue growth while delivering partner enablement and go-to-market strategies.
To Be Successful in The Role, You Will Have
- Bachelor’s degree or equivalent experience in Business, Sales, or related field.
- 5+ years of experience working with 2-tier distribution partners in a sales role.
- Strong track record of building and executing partner enablement and go-to-market strategies.
- Proven ability to analyze data and create actionable plans to drive indirect revenue growth.
- Exceptional communication, negotiation, and presentation skills with stakeholders at all levels.
- Familiarity with government procurement processes and experience within the Federal channel ecosystem.
- Excellent relationship-building skills, promoting teamwork and mutual support among partners.
- Willingness to travel across the U.S. for business reviews, conferences, and meetings.
Roadmap for Success
First 90 Days:
- Onboard and complete company orientation, including training on products and sales processes.
- Meet with key stakeholders across the organization, including Sales, Marketing, and Partner Programs.
- Establish relationships with existing partners and understand their current engagement status.
- Analyze existing partner performance and identify areas of opportunity and growth within the assigned territory.
- Familiarize yourself with the Federal Government landscape and procurement processes.
- Create a preliminary partner engagement strategy and outline potential quick wins in sales.
- Attend product training sessions and become proficient in Ivanti’s solutions to effectively communicate value to partners.
First 6 Months:
- Implement the partner engagement strategy and begin executing joint sales initiatives with active partners.
- Collaborate with the sales team to align on deal structures and strategies for Federal clients.
- Develop a comprehensive pipeline generation plan to expand partner relationships and close new business opportunities.
- Conduct regular partner business planning sessions to assess partner performance and adjust strategies as necessary.
- Establish metrics to track the success of partner initiatives and revenue growth.
- Start to scale relationships with emerging partners and explore potential for future Focus Partners.
- Participate in industry events, conferences, and networking opportunities to represent Ivanti and build brand awareness.
First 12 Months:
- Review and refine partner strategies based on performance data and market trends.
- Achieve and/or exceed the sales quota designated for the territory.
- Solidify partner enablement programs to enhance partner capabilities and sales effectiveness.
- Facilitate cross-functional collaboration to execute strategic initiatives that drive customer satisfaction.
- Lead workshops or training sessions for partners to share best practices and encourage knowledge sharing.
- Develop case studies based on partner success stories to reinforce market positioning and drive more partner engagement.
- Contribute feedback for product development based on partner and customer insights.
- Prepare an annual review highlighting successes, areas for improvement, and strategic recommendations for the next year.
Our Employer Commitment
This job posting will remain active until a qualified candidate is identified.
At Ivanti, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law.
We invite individuals of all backgrounds and abilities to apply. If you require assistance to optimize your interview experience, please contact us at [email protected].
