Location: Reston,VA, USA
Why Join Us?
As the world's leading vendor of Cyber Security, facing the most sophisticated threats and attacks, we've assembled a global team of the most driven, creative, and innovative people. At Check Point, our employees are redefining the security landscape by meeting our customers' real-time needs and providing our cutting-edge technologies and services to an ever-growing customer base.
Check Point Software Technologies has been honored by Time Magazine as one of the World's Best Companies for 2024. We've also earned a spot on the Forbes list of the World's Best Places to Work for five consecutive years (2020-2024) and recognized as one of the World's Top Female-Friendly Companies. If you're passionate about making the world a safer place and want to be part of an award-winning company culture, we invite you to join us.
The GSI Alliance Manager will be pivotal in driving new business opportunities with our GSI partners in the Americas, helping them grow their business in the US while driving C-level, practice team, marketing, and field relationships. This role is focused on developing a trusted advisor relationship with alliance partners and requires both strategic and tactical skills to grow and foster these partnerships. You will expand the current GSI relationships and create your own plans to develop, enable, and align these partnerships to grow a pipeline of sourced opportunity. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the GSI ecosystem and has extensive experience working with partners such as Infosys, Wipro, TATA, Cognizant and HCL . The position requires strong product acumen, complex campaign understanding, and working knowledge of the enterprise IT landscape. It includes growing new or expanding existing partner practices, co-architecting and advising on repeatable solutions, jointly scope customer project requirements for Check Point's broad platform of solutions and to understand integrations with the ecosystem such as ISVs, data stores, CSP services, and private/hybrid platforms, etc.
Key Responsibilities
* Develop and update the GSI strategy & partner business plan for the Americas to ensure the partnership is on track to hit goals for pipeline and bookings targets
* Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
* Build & strengthen relationships with key stakeholders at all levels in the partner organization
* Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
* Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
* Understands routes to market with partners (MSSP, Resell & Influence)
* Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
* Drive field & partner interlock and engage sales leadership effectively
* Document partner activities in joint pursuits and accurately communicate outcomes and next steps
* Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
* Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
* Provide weekly forecast updates toward quarterly and annual revenue targets
* Collaborate and shares best practices cross-functionally and with partners effectively
* Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
* Mission driven, curious, adaptable, self-starter with a growth mindset
Qualifications
* Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes, and best practices
* Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment
* Proven experience influencing senior level partner executives and/or partner principles
* Strong and effective communication - written, oral, and public presentation
* Ability to work, collaborate and drive outcomes individually
* Experience in working in cross-functional environment and driving joint strategy
* Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
* A strategic thinker with a hunter mentality possessing strong organizational, presentation, and communication skills
* A can-do, roll up your sleeves attitude
* Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
* Excellent presentation skills with the ability to influence at senior levels within a partner organization
* BS or MS degree or equivalent military experience required
* Must be eligible to work in the US without sponsorship from an employer now or in the future.
EOE M/F/Veterans/Disabled
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