Partner Development Manager - Southeast

Role

Partner Development Manager, VAR – a senior channel sales professional responsible for building and accelerating indirect sales. The role focuses on partner recruitment, enablement, strategic planning, ongoing management, and co‑selling into end‑customer organizations.

• Act as overall quarterback for the reseller business within the region – driving a comprehensive territory plan that identifies go‑to partners within each territory covering all Egnyte technology specializations, and engaging Egnyte specialists as needed to build partner competency.
• Create a strong partner ecosystem in your territory by identifying and onboarding new partners.
• Develop and grow new and existing Egnyte channel partners to increase pipeline and revenue contribution.
• Develop, drive, and execute strategic partner sales plans with partner leadership.
• Build strong relationships across key partner stakeholders to strengthen the partnership.
• Develop and execute partner marketing campaigns working closely with Partner Marketing to drive incremental revenue.
• Present Egnyte solutions at partner events.
• Work cross‑functionally within Egnyte key stakeholders and build a “one‑team” attitude with all extended stakeholders.
• Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation.
• Work with the extended team to provide multiple touchpoints in partner organizations to scale resources.

• Experience working in a partnership role at a vendor.
• Hard‑working, self‑driven and highly motivated individual with great team spirit.
• 10+ years’ experience building and managing value‑added partnerships in North America with strong existing partner relationships within the defined territory.
• Motivated by driving indirect/influence revenue with a record of quota over‑achievement.
• Ability to listen, make recommendations and influence partner executives.
• A strategic thinker with effective communication and influence skills, while still being a strong tactical implementer.
• Able to identify and develop new partners.
• Customer‑focused and achievement‑driven.
• Ability to recruit, manage, and grow partnerships that deliver value‑added services in security.
• Strong team builder and highly functional in working in matrix environments.
• Must have experience in a hybrid sales environment of direct and indirect sales.
• Has a metric‑driven approach and understands what success looks like.
• Demonstrate excellent presentation and written communication skills.
• Must have a level of business maturity, flexibility and the ability to adapt and be comfortable in a fast‑paced, quickly changing environment.
• Exceptional relationships and interpersonal skills.
• Bachelor’s degree required, with advanced degrees desired.
• Desire to travel is required (approximately 50%).
• Preferred candidates will reside in VA, GA, FL, or NC. Hybrid work is expected for candidates located near an Egnyte office, while remote consideration may be available for candidates within the supported Southeast territory.

The base pay range for this position across the U.S. is $94,500k - $135k annually. Commission ranges from $135k to $240k OTE.

• Competitive salaries and comprehensive benefits.
• Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work‑life balance.
• Paid holidays and sick time.
• 401(k) with company match.
• Health Savings Account (HSA) with a generous employer contribution and Flexible Spending Account (FSA) options.
• Up to 12 weeks of paid Parental and 10 weeks of Adoption Leave to help you grow your family.
• Modern and collaborative offices located in Draper, UT;
  Raleigh, NC;
  Mountain View, CA;
  Reading, England, and Poznan, Poland.
• Gym, cell phone, and internet reimbursement.
• Free well‑being apps such as Spring Health for Guardian are offered, as well as access to our Employee Assistance Program (EAP).
• Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more.
• Your own Egnyte account with lifetime access.
• Health Joy – a benefits navigation app that lets you access your benefits and get answers to your questions all in one place.
• One Medical virtual care,…