Director of PPM, Security

The PPM Director - Security position is a rewarding opportunity to work with one of the leading IT companies in the world. You will be responsible for building the comprehensive Go-To-Market strategy across all key architectures. You will build and identify additional opportunities by fostering and expanding on partner relationships, cultivating additional revenue opportunities and collaborating with our Sales and Technical sales divisions. We will expect you to achieve aggregate revenue growth, margin, and profitability objectives, effectively manage all key financial metrics, and ensure your category managers can perform the same tasks. Remember this is a team effort, so we need you to drive your team to execution with key Security strategies, and institute repeatable factory-like sales motions across the entire line. Along the way, you will support your team by providing leadership, coaching, and development opportunities, as well as building a career path for your Partner & Product Management team.

Note: this role is hybrid, while the majority of the work can be done remotely, candidates may be required to work out of an office as needed.

The PPM Director is primarily responsible for:

• Set direction to guide the go-to-market strategies for all categories of responsibility and ensure alignment across all Security categories by ensuring that Category Managers do the following
• Establish best in class go-to-market strategy for the category
• Establish Managed/Strategic Partners
• Develop strong channel relationships and executive engagement
• Work across categories where partner relationships span multiple categories to maximize vendor exposure and growth/profitability
• Achieve aggregate revenue and profitability growth objectives for all categories of responsibility by ensuring that Category Managers do the following
• Ensure Category Managers promote and manage high-velocity SKU’s on a daily basis
• Utilize Zones Marketing vehicles to create a broad awareness campaign to drive customer acquisition and development through Zones channels (SMB, Mid-Market, Enterprise, Healthcare and Public Sector)
• Drive margin-enhancing programs within the Sales organization (Deal Registration, Promotional offers/discounts, and Bid Pricing programs.)
• Ensure Category Managers are properly enabling Sales via education
• Serve as escalation point for any communication challenges
• Achieve aggregate Partner Contribution (PC) goals for all categories of responsibility by ensuring Category Managers do the following
• Ensure that Category Managers’ marketing plans support category growth strategies (by sales segment / vertical market)
• Facilitate presentation of marketing plans to partners to secure Sales-enabling investments
• Work with the Category Managers to proactively develop gap plans as necessary to achieve PC targets when/if shortfalls are projected
• Serve as escalation point for management of key financial metrics and category assets; ensure that Category Managers are able to demonstrate competency regarding key financial metrics and category assets
• Understand and have the ability to articulate YTD, QTD and MTD financial results for the category and each individual partner that makes up the category
• Maintain discipline pertaining to management of marketing projects and activities as part of the revenue recognition cycle
• Ensure timely and proper processing of MDF Claims pertaining to Aged Partner Contribution Receivables
• Inventory Management
• Demonstrate ability to apply incentives to the business across categories consistent with Zones strategy
• Be a leader in the PPM organization; provide coaching and development for team members
• Evaluate talent and make hiring decisions to support Zones growth initiatives and culture
• Establish/Improve cross-departmental relationships to drive efficiency and collaboration
• Serve as a thought leader for all categories of responsibility