Director of Third Party Risk Management (TPRM) Channel Partnership Management

Director of Third Party Risk Management (TPRM) Channel Partnership Management
Location: Remote in the United States

Job Description:

The Director of Third Party Risk Management (TPRM) Channel Partnership Management is a key strategic leader responsible for revenue generation and partnership management with resellers, cloud platform marketplaces and other strategic partners. This individual will lead both existing partnerships and develop new channel/partner relationships. Key outcomes include expanded sales growth through dedicated channel-based initiatives, leading partner enablement for BlueVoyant TPRM products and services, setting sales targets, providing support, and analyzing performance to achieve BlueVoyant TPRM growth targets. This role requires strong strategic, sales, and relationship-building skills with proven cybersecurity knowledge and established relationships with major resellers/partner organizations.

Key Responsibilities

• Partner Recruitment & Onboarding: Identify, recruit, and onboard new strategic partners, such as resellers, distributors, and MSSPs, to expand our market reach.
• Relationship Management: Build and maintain strong, mutually beneficial relationships with key channel partners to ensure optimal performance, satisfaction, and long-term collaboration.
• Strategy Development & Execution: Develop and implement a comprehensive channel territory plan and individual partner business plans aligned with company revenue goals.
• Sales Enablement & Training: Provide partners with the necessary training, support, and educational materials to ensure effective product positioning and sales of our third-party risk management solutions.
• Performance Monitoring & Analysis: Continuously monitor and analyze partner performance using key metrics (KPIs), pipeline data, deal registrations, and revenue reports to identify areas for growth and improvement.
• Collaboration: Work closely with internal teams, including direct sales, marketing, and product development, to ensure alignment of channel strategies with overall business objectives and market needs.
• Market Intelligence: Collect and analyze market and competitor data to inform channel strategies and identify new opportunities within the third-party risk and supply chain security landscape.
• Contract Negotiation: Negotiate and manage channel partner contracts and agreements, ensuring compliance with company policies and procedures.
• Promote Partner Tools: Promote the use of partner portals, deal registration processes, and incentive programs to maximize partner engagement and efficiency. 

Qualifications & Skills

• Education: 
  • Bachelor's degree in Business, Marketing, Cybersecurity, or a related field; an MBA or professional certifications (e.g., in security or risk management) is a plus.
• Experience:
  • Minimum of 5 years of experience in channel management, channel sales, or a similar role within the technology or cybersecurity industry.
  • Proven relationships with cybersecurity-focused resellers and strategic partners
  • Proven track record of meeting or exceeding sales targets and successfully managing channel partnerships.
  • Experience with risk assessment, third-party risk management (TPRM), or supply chain security solutions is highly desirable.
• Skills:
  • Excellent communication, presentation, and negotiation skills.
  • Strong analytical and problem-solving abilities, with experience using CRM software and sales tools (e.g., Salesforce).
  • Strategic thinking with the ability to see the big picture and anticipate industry trends.
  • Ability to work independently and as part of a cross-functional team in a fast-paced, dynamic environment.
  • Strong understanding of security ratings, continuous monitoring, and the vendor risk landscape is an asset.
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