[Hiring] VP Partner Ecosystems @BeyondTrust

Role Description

The VP, Partner Ecosystems owns the strategy, architecture, and health of BeyondTrust's partner ecosystem — resellers, distributors, technology alliances, MSSPs, and cloud/marketplace partners. Reporting to SVP Global Partnerships, this role builds and leads the team and programs that turn partners into a predictable, scalable growth engine, working closely with Sales, Marketing, Product, and Customer Success to align partner strategy with company revenue goals. The ideal candidate brings 10+ years of progressive partnerships, channel, or alliances leadership experience in enterprise cybersecurity or SaaS, with a track record of designing partner programs that scale sourced and co-sold revenue.

What You’ll Do

• Ecosystem Strategy: Define and own execution of the overall partner ecosystem strategy for resellers, distributors, technology/ISV alliances, MSSPs, and cloud marketplaces aligned to partner growth targets.
• Program Alignment & Governance: Build and evolve partner tiering focus and execution against partner program.
• Revenue Growth: Own ecosystem revenue targets; drive partner-influenced and partner-originated bookings, expansion, and retention across the portfolio.
• Team Leadership: Hire, lead, and develop a team of partner/alliance managers; set goals, coach performance, and build a scalable organizational structure.
• Strategic Alliances: Drive field execution of go-to-market alliances that extend BeyondTrust's platform value and market reach.
• Cross-Functional Alignment: Partner with Sales, Marketing, Product, and Customer Success to embed partner motion into pipeline generation, launches, and renewals.
• Business Reviews & Forecasting: Run executive and quarterly business reviews with top partners and align to support sales in opportunity management.
• Enablement: Ensure partners are trained, certified, and equipped with the tools and content needed to sell and support BeyondTrust solutions.
• Ecosystem Health & Metrics: Define and track KPIs (partner-sourced revenue, GRR/NRR, partner activation) and report results to executive leadership.
• Market Representation: Represent BeyondTrust at partner and industry events, and serve as an executive sponsor for strategic partner relationships.

Qualifications

• 10+ years of experience in partnerships, channel sales, or alliances, including 5+ years in a senior leadership role, ideally in cybersecurity or enterprise SaaS.
• Proven track record building and scaling partner ecosystems that deliver measurable, sourced/co-sold revenue growth.
• Experience negotiating and structuring partner agreements, incentive programs, and tiered partner models.
• Strong people-leadership experience: hiring, developing, and managing a distributed partnerships/alliances team.
• Deep understanding of channel go-to-market models (VAR, VAD, MSSP, technology alliances, cloud marketplaces).
• Executive-level communication and relationship-building skills, with experience presenting to C-level partners and internal leadership.
• Fluency with CRM and partner-management tooling (Salesforce, PRM platforms) and data-driven forecasting.
• Willingness and ability to travel domestically/internationally to support partner and industry engagements.

Nice To Have

• Experience in privileged access management, identity security, or broader cybersecurity markets.
• Prior experience launching a partner program or ecosystem function from the ground up.
• Experience with cloud marketplace partnerships (AWS, Azure, GCP Marketplace).
• MBA or equivalent advanced business experience.

Benefits

• Diversity and Inclusion: Guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
• Employee Care: We take care of our employees so they can take care of our customers.
• Diverse Backgrounds: We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.