Director - Strategic Partnerships AMS

About Pathlock Inc.

Pathlock is one of the fastest-growing enterprise software companies in the Denver area, redefining Identity Governance and Administration (IGA) space with a modern, AI-first approach. Our platform enables the world’s leading organizations to manage and automate access controls, enforce security policies, and simplify compliance across business-critical applications. From user provisioning and access certification to audit readiness and segregation of duties, Pathlock delivers a comprehensive IGA solution designed for today’s complex IT environments. 

Description:

The Pathlock strategic partnerships director will be responsible for managing the overall relationship of our channel VARs, strategic global system integrators and advisories.  This position will be the driving force behind the adoption and growth within our strategic partners that drive Pathlock license and subscription revenue. This is achieved through the management of all facets of the channels and alliance partnerships.  The individual will be the expert and advocate with a deep understanding of their key market segments/customers that they serve, services capabilities spanning advisory, deployment and managed services, their sales processes, solutions/IP and overall organizational alignment. 

The successful partner director can navigate the Pathlock organization across executive leadership, product management, sales, professional services, CSM and operations to develop and execute a collaborative and co-developed business plan and partner growth strategy. Conversely, the individual will develop senior level relationships within the strategic partner organization, working across all sales and delivery functions to establish mutually beneficial relationships. Success will be measured through development of a strategic business plan, marketing/thought-leadership roadmap, joint go-to-market events and campaigns, opportunity sourcing, license revenue growth measured by ARR and tactical/operation execution.

Job Function and Responsibilities:

• Oversee all aspects of Partner/Pathlock relationship spanning Sales, Enablement Functions, Product Management, Product Marketing and Partner Marketing
• Development and co-management of a comprehensive quarterly and annual business development plan with sponsorship and participation from all stakeholders (internal and external)
• Create and maintain a sales and enablement forecast

• Increase Partner sales awareness and delivery capability of Pathlock (Direct and Indirect)
• Train partner and key delivery resources how best to sell, farm and implement Pathlock solutions
• Increase deal registration and sourcing opportunities by providing support and training to sales teams
• Work with the sales teams to assist with any special pricing quotes
• Effectively coordinate related Partner activities across all major geographies in the AMS regions
• Conducts annual and quarterly account planning sessions.
• Oversee the deal registration process including but not limited to, special pricing, geo allocation and any other processes associated with deal registration.

Primary Qualifications:

• 7+ years of experience working with channel VARs and large integration partners
• Highly proactive in driving initiatives, follow-up and execution
• Organized and detailed in documentation and business planning
• Experience leading cross-functional teams and managing a partner-centric business
• Strong leadership and communication skills, as well as strong teaming and interpersonal skills
• Strong critical thinking, organization, program management and execution skills are a must
• Exceptional business acuity, technology prowess and strategic analysis skills
• Previous consulting, product management, alliances, sales/marketing and/or business analyst experience
• Excellent communication, presentation, and demonstrated analytical skills  
• 30% - 50% travel required in the AMS regions