Partner Account Director

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Job Description:

Joining Symantec/Carbon Black, a division of Broadcom, you will be part of an industry changing Catalyst Partner Program focused on driving new software and hardware business in the commercial and enterprise markets via our partner ecosystem.  We’re looking for experienced Partner Account Directors with IT and cybersecurity domain expertise who want to make a formative impact in a fast-paced, high-growth environment.

Responsibilities
 

Drive hardware refresh program in existing aggregated catalyst program

•  Review Hardware profile of existing customers

  • Identify opportunities for refreshes and net new expansions

  • Work with partners to drive refresh/new hardware business in the existing client portfolios

  • Track and report progress

Manage Customer Recovery Programs 

• Identify former Symantec/CB customers who have migrated away due of the Broadcom experience and engage partners to recover their business

• Design customer recovery program to recapture former customer architectures and displace competitive hardware driving execution via Catalyst partner and resellers to overachieve hardware sales.

• Support competitive takeout live regional workshops and track follow ups with resellers

• Facilitate deal and strategy development with reseller/aggregator

Manage Net New Hardware opportunities in the aggregated catalyst partner program

• Drive net new hardware takeout plays in net new customers leveraging catalyst partners and resellers to overachieve hardware sales.

• Support competitive takeout live regional workshops and track follow ups with resellers

• Facilitate deal and strategy development with reseller/aggregator

• Track and report

Additional Responsibilities

• Represent the company at reseller specific forums and conferences

• Apply your knowledge of the cybersecurity industry, market trends, competitive landscape, technology, products, and processes to educate prospective and current customers on the business value of Symantec’s security offerings.

• Scope, negotiate, and close enterprise contracts to exceed bookings and revenue targets.

• Establish access and build positive business relationships with key executives and senior decision-makers, including CISOs, Heads of Network Security, CIOs, and CTOs.

• Collaborate cross-functionally with internal stakeholders (Partner enablement, Sales Engineering, Sales Operations, Product Management, and Marketing) to drive product adoption in target accounts.

• Maintain accurate, up-to-date partner plans.

• Regularly forecast business opportunities to Sales and executive leadership.

• Stay well-informed about the product roadmap, and understand the scenarios, features, and functions of each product and their application to business and technical challenges. 

• Maintain ongoing communication with Product Management to stay updated.

Qualifications

• Consistent overachievement of hardware sales goals

• Demonstrated success reviewing existing solution architectures and building pipeline for hardware refreshes and new expansion sales12+ years of sales experience in IT and security with at least 5 years selling enterprise security solutions in the following areas is preferred: Cloud Security, Secure Access Service Edge (SASE), Zero Trust (ZTNA), Data Loss Prevention (DLP), Endpoint Security (EDR), Advanced Threat solutions, Cloud Access Security (CASB)

• Experienced in leveraging partners to drive mutual success