YO IT CONSULTING

Compensation

Full Description

Experience: 5 to 12 Years Requirements / Eligibility • Overall: 5 - 12 years of enterprise sales experience with relevant cybersecurity and GRC domain expertise, consistent quota-carrying success. • Including: 3–5 years of Channel / Alliances ecosystem management experience throughout the entire partner lifecycle (recruit>onboard>enable>co-sell> scale). • Relevant Partner ecosystem familiarity (VAR, SIs, GSIs, Cloud Alliances, ISV’s MSP/MSSP’s) with existing relationships in-region. • Demonstrated success carrying and exceeding $5M+ annual quotas. • Proven ability to create partner-sourced pipeline and drive revenue in whitespace territories. • Forecasting/pipeline governance • GTM Experience building and executing effective joint business/GTM plans, campaigns/events, QBR’s. • Existing partner relationships across North America. • Strong working knowledge of AI, GRC, and cybersecurity solutions. • Measures of Success: Partner-sourced pipeline & ARR, influenced ARR (Annual Recurring Revenue) activated partners, deal registrations, MQLs/SQLs and related conversions, & overall ecosystem health • Strong commercial acumen with experience supporting complex, multi-stakeholder enterprise deals. • CRM / PRM proficiency (Salesforce, HubSpot, Zoho). • General qualities: Honesty, Integrity, Mission-oriented, Empathetic, and Accountable • Ability and willingness to travel up to 50% Key Responsibilities • Build and execute the Americas channel and alliances field strategy aligned to defined growth targets. • Partner recruitment and activation: • National and regional VARs • Global and regional SIs • MSSPs and GRC-focused partners (consulting, audit, & compliance) • Technology and platform alliances • Leverage existing relationships to rapidly generate enterprise pipeline. • Develop new partner-led revenue streams in whitespace and underpenetrated markets. • Drive partner-sourced and partner-influenced pipeline and ARR. • Align closely with direct sales teams on co-selling, territory planning, and deal strategy. • Enforce disciplined opportunity qualification using MEDDIC/MEDDPICCR and related frameworks. • Co-sell Execution (account mapping, deal strategy, field alignment, profitability) • Operations (forecasting, pipeline & opportunity hygiene, and reporting) • Represent the company at partner summits, industry events, and executive briefings. • Enterprise-focused VARs and SIs serving regulated industries (financial services, healthcare, technology, manufacturing) • GRC, Cybersecurity and compliance-focused partners & MSSPs • Consulting firms with established GRC, risk, audit, or compliance practices • Partners experienced in complex, multi-stakeholder enterprise selling