Associate Director, Partner Management

7 months ago

Manchester, United Kingdom NCC Group Full time

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Associate Director, Partner Management

Role Summary

This role holder is responsible for developing and executing a comprehensive global (Vendor) partner strategy to underpin NCC Capability offerings and services.

They will lead and manage (direct & matrix) a team of vendor managers across different regions to foster strong relationships with key partners and create mutually beneficial internal and external collaborations. The focus will be on managing performance across all vendors, collaborating with GTM Partner leads to ensure revenue growth and profitability, expanding market reach, and enhancing our cybersecurity offerings through strong (Vendor) partner management.

Key Accountabilities

Global (Vendor) Partnership Strategy:

- Develop and implement a forward-thinking global (Vendor) partner strategy aligned with capability offerings to underpin the company's long-term business objectives.
- Work with colleagues to identify and prioritise technology partners and distributors.
- Define partnership models and frameworks to maximise value for both the company and its partners.
- Continuously evaluate and adjust the partner strategy to capitalise on emerging market trends and opportunities.
- Collaborate with colleagues across NCC to ensure execution of partners strategies, of note working with GTM sales partners teams.

(Vendor) Partner Management:

- Working with GMS, C&I, TAS and DFIR Product Managers to create joint solutions, marketing initiatives, and GTM programs, with sales accountable for GTM programs.
- Negotiate and oversee (Vendor) partner agreements, ensuring they are mutually beneficial and in line with the company's values and objectives.
- Monitor and measure the performance of (Vendor) partner management, identifying areas for improvement and implementing necessary changes.

Team Leadership and Development:

- Lead and mentor a team of (Vendor) partner managers (direct and matrix) spread across different regions, providing clear guidance and empowering them to achieve their goals.
- Set team performance goals and KPIs aligned with the overall partner strategy and business targets.
- Foster a culture of collaboration, innovation, and accountability within a wider matrix team. Working as One NCC to ensure that all activities across partners are captured at reported.

Sales Enablement and Support:

- Collaborate closely with sales partner managers to ensure co-ordination against plans and effectively promote and sell our cybersecurity solutions.
- Working across NCC Group to develop and deliver training programs to enhance partner knowledge and expertise in our products and services.
- Working with sales partner managers to offer ongoing support to partners in sales cycles, resolving issues, and addressing challenges to ensure a positive partner experience.

Performance Analysis and Reporting:

- Establish and monitor key performance metrics to assess the success of partnership initiatives, which include MDF, Rebates etc.
- Agree success factors for the incubation of trial vendors in collaboration with Product and partner managers
- Provide regular reports and updates to senior management, outlining the impact of partnerships on revenue growth and market expansion.
- Utilize data-driven insights to optimize partner programs and strategies continually.

Minimum Requirements
- Proven experience in partner management, or similar roles in the cybersecurity or technology industry.
- Proven track record of successfully driving global partner strategies.
- Exceptional leadership and team management skills, with the ability to inspire and motivate a diverse team.
- Excellent collaborator with strong communication, negotiation, and relationship-building abilities at all organizational levels.
- Deep understanding of the cybersecurity industry, market dynamics, and competitive landscape.
- Analytical mindset with a strong focus on data-driven decision-making.
- Willingness to travel internationally as required for partner meetings, conferences, and industry events.

Behaviors
- Client Focused
- Works as One NCC
- Outcome Focused
- Enables Performance
- Takes Ownership
- Thinks Differently
- Communicates Openly

Why NCC Group?

At NCC Group, our mission is to create a more secure digital future. That mission underpins everything we do, from our work with our incredible clients to groundbreaking research shaping our industry. Our teams' partner with clients across a multitude of industries, delving into, securing new products, and emerging technologies, as well as solving complex security problems. As global leaders in cyber and escrow, NCC Group is a people-powered business

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