Partner Acquisition Manager Job at Actian

Partner Acquisition Manager

Actian

Location:
United States

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

Save Job

Apply Position

Job Description:

HCL Software is a fast growing, $1B+ software business software business that is expanding and growing their business partner channel. HCL Software is committed to being the #1 Software company in the world. We provide enduring solutions in the e-commerce, marketing automations, endpoint management, application security, low-code solutions and DevOps. The HCL Software Partner Recruit Manager is responsible for overall recruitment of new solution partners like MSPs or Regional System Integrators to further broaden our Enterprise Security Solutions by recruiting enterprise cybersecurity partners. The Partner recruit manager will need to have a cybersecurity solution background with a technical sales background ideally. Partner Recruit Manager should be tech savvy, have an entrepreneurial mindset of building a book of Partner business over time and promote solutions, business models, profitability and recurring revenue discussions with partners, help uproot the competition. Partner engagement has become crucial in determining channel relationship success.

Job Responsibility:

Responsible for overall recruitment of new solution partners like MSPs or Regional System Integrators to further broaden our Enterprise Security Solutions by recruiting enterprise cybersecurity partners
Research, identify, qualify, sell-to and recruit solution providers
Understand the Partner’s business model and translate how HCL Software’s product fit into their business model and how it will generate revenue beyond the license sale
Articulate HCL Software’s enterprise security solutions to appeal to Solution oriented, services partners to be relevant to their business as well as business model
Engage partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth
Understands and aligns partners' priorities, strategies, and goals with HCL Software’s to build mutually beneficial account plans
Align with senior management both technical and sales to ensure a higher degree of success with the Partner to minimize disengagement
Recruits dozens of new partners and leverages current partners to grow business
Interacts with partners and key decision makers to identify new opportunities to sell HCL Software products and services
Identifies, engages, onboards, and qualify complex partners with new security solutions to expand their Partner business
Uses a variety of strategies to convey the value of partnering with HCL Software over competitors
Combat competition throughout the selling and account management lifecycle
Sells account vision to decision makers and complex partners by aligning overall HCL Software value proposition and value propositions of products, channels, or solutions to the partner's business goals
Identifies market opportunities based on security gaps in the Partner’s solution portfolio and share emerging trends in solution/product areas
Leverages internal competitive intelligence to identify opportunities aligned with business goals
Reaches out to technical security architects and solution specialists for assistance as appropriate
Ensure our solutions are incorporated into the Partner’s reference architecture and not just a catalog item in their portfolio of solutions
Develops and executes strategic partner business priorities for all recruited partners for sales and technical enablement, account targeting, GTM readiness
Ability to drive business opportunities from the partner installed base from Net New markets and Existing markets
Ability to expand and enhance the partners area of influence in the territory
Design and execute Marketing plan for partner and engage in co-marketing events
Contribute to partner’s enablement program design and execution
Communicate the benefits of training, tailors training recommendations to partners on relevant topics, and describes financial benefits associated with the training to assist with partner readiness
Set goals with Partners, assist with funding and account planning
Assist Partner with co-selling on their first few deals to get the partner in a transacting and eventually in a self-sufficient state
Connect technical teams to help partner build solutions or services that incorporate HCl Software’s security solutions
Strong in understanding reports and build this into a rhythm with Partners to measure success and pivot where needed if goals are not being met
Regularly review Pipeline performance and adjust strategies and activities accordingly

Requirements:

15+ years of overall experience
At least 10+ years of experience with a Business Partner Sales / Channel Operations
Additional direct sales experience in a role selling with MSP and Solution partners is desired
Demonstrated ability to work in a fast-paced environment juggling multiple partner recruit and development activities
Experience engaging and influencing senior Business Partner Executives in developing joint go to market initiatives
Demonstrated ability in driving partner engagement from the field level up through management layers and from the top down
Experience working with partners field sellers through account management, territory management
Demonstrated ability recruiting Partners or new business development activities and managing multiple initiatives at any given time
Ability to drive teaming between HCL sales teams and Business Partner sales teams on a broad level and on large deals, as needed
Strong familiarity with decision-making processes in enterprise customers to help strategy development on large deals is preferred
Understanding of Partner financial models and partner incentive models
Self-starter, highly responsible, deadline-oriented, and independent, comfortable with ambiguity and working with higher management and cross functional teams
Exceptional written, verbal and listening skills required
Able to provide coaching & mentorship to internal teams on best practices in working with business partners
Experience solving partner and client issues, resolving channel conflict issues, investigating solutions, and coordinating responses
Individuals with experience working with enterprise security solutions partners is a must
10+ Years of Professional work experience with 5+ years selling enterprise security software solutions
Experience working within the Partner channel ecosystem with ISVs like Snyk, Veracode, Fortify, Checkmarx, Ivanti, Tanium, Automox, Manage Engine, Veracode, Synopsys, Microsoft (System Center)

Additional Information:

Job Posted:
January 03, 2026

Employment Type:

Fulltime

Work Type:

Remote work

Actian - All Job Offers

Job Link Share:

Looking for more opportunities? Search for other job offers that match your skills and interests.

Welcome to CrawlJobs.com –
Your Global Job Discovery Platform

At CrawlJobs.com, we simplify finding your next career opportunity by bringing job listings directly to you from all corners of the web. Using cutting-edge AI and web-crawling technologies, we gather and curate job offers from various sources across the globe, ensuring you have access to the most up-to-date job listings in one place.