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Senior Manager, Business Development, EMEA

Business Development

London, United Kingdom


The Senior Manager of Business Development for EMEA will report to the Director of Business Development with a dotted line to the VP of Channels for EMEA. This critical role helps Imperva and its partners with market reach, explore and enable new business models, and grow revenue at scale. The Senior Manager of Business Development for EMEA will (1) identify, recruit, and develop strategic GSI partnerships and (2) manage Cloud Service Provider (CSP) and key GSI relationships

To be successful in this role, the Senior Manager will need to perform the following responsibilities and possess the following qualifications.

Responsibilities:

  • Identify, recruit, and develop strategic GSI partnerships in EMEA
    • Work with Product Management to identify and prioritize partners to recruit and develop
    • For each partner
      • Negotiate MNDA and partnership agreement
      • Review portfolios, understand market, and identify use cases in which Imperva will add value in how the partner will Go-to-market (GTM)
      • Jointly create a GTM Plan with the partner that is supported by an Enablement Plan, Sales Play(s), and Marketing Plan
      • When appropriate, manage the partner on-going or transition partner to another individual
  • Manage our CSP relationships within EMEA including AWS and Azure
    • Develop and manage to a plan that drives net new revenue in region through the CSPs
    • Evangelize and promote “better together” story and wins within Imperva and CSPs to increase co-sell activity and marketplace pipeline
    • Enable Channel Account Managers on why, when, and how to engage with CSPs
    • Work with Channel Marketing to drive regional activities that build awareness and field activity
    • Conduct and/or communicate weekly forecasts regarding CSP co-sell and marketplace opportunities with key internal and CSP stakeholders
  • Work closely with a variety of internal stakeholders including:
    • EMEA Sales Leadership Team, Channel Account Managers, and Channel Marketing
    • Product Managers, Product Marketing, and Sales GTM specialists
  • Maintain strong relationships and conduct quarterly business reviews with key internal and external stakeholders
  • Stay informed on new products, services, and other general information of interest relevant to role
  • Continually demonstrate perseverance, preparation, ingenuity / problem solving, responsibility, and professionalism

Qualifications:

  • Proven track record (of 5 or more years) in recruiting and developing a partner ecosystem 
    • Prior experience with cybersecurity practice decision makers at one or more GSIs
    • Proven strong technical and business background
    • Demonstrated ability to negotiate complex partnership agreements
    • Experience helping partners assess how they want to go to market, understand required use cases and capabilities, quantify the value of providing those required capabilities, and define, build, and market a solution that addresses those required capabilities
    • Worked with internal and external stakeholders to bring that solution to market
  • Proven track record (of 3 or more years) in managing an alliance relationship
    • Created sales differentiation
    • Demonstrated ability to accurately manage a forecast
    • Partnered with Channel Marketing to drive campaigns
    • Drove incremental revenue
  • 3 or more years of business development experience for a cybersecurity company
  • Bachelor's degree in Engineering, Business, Management, Marketing, or related field
  • Experience working with distributed teams
  • Ability to travel (when conditions permit)
  • Excellent English-based communication skills, written and verbal
  • Any of these are a plus (but not required): proficiency in a European language other than English, MBA, CCSP, CISSP, AWS certification(s), and/or Azure certification(s)

Our Company:

Imperva is an analyst-recognized, cybersecurity leader—championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva—Protect the pulse of your business. Learn more: www.imperva.com, our blog, on Twitter.

 

Rewards:

Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. It’s an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers

 

Legal Notice:

Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law. 

 


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