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Senior Manager, Business Development - GSI, India

Sales

Bangalore, Mumbai or New Delhi, India


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

 

Responsibilities:

  • Identify, recruit, and develop strategic GSI partnerships that deliver services around Imperva’s product portfolio
    • Work with Sales Leadership and Product Management to identify and prioritize partners to recruit and develop
    • For each prioritized partner
      • Negotiate MNDA and partnership agreement
      • Review solution portfolios, understand market needs/requirements, and identify use cases in which Imperva will add value in how the partner will go-to-market (GTM)
      • Jointly create and execute a GTM Plan with the partner that is supported by an Enablement Plan, Sales Play(s), and Marketing Plan
  • Responsible for creating and executing against a strategic sales plan -- specifically, working with GSIs to identify net new opportunities, engage Partner Account Executives to manage these opportunities with the GSI in the field, and meet or exceed assigned revenue targets.
  • Report on activities, leads/opportunities, and overall channel partner effectiveness
  • Work closely with a variety of internal stakeholders including:
    • Sales Leadership (Channels, Direct, Specialists, and Solutions Engineering)
    • Channel Marketing
    • Product Management and Product Marketing
    • Office of CTO
  • 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 12+ years) in managing an alliance relationship
    • Created sales differentiation and managing to a sales plan/quota
    • Demonstrated ability to accurately manage a forecast
    • Partnered with Channel Marketing to drive campaigns
    • Driven incremental revenue
  • Proven track record (of 8+ years) in recruiting and developing a partner ecosystem 
    • 6+ years of business development experience with cybersecurity practice decision makers at one or more GSIs listed above
    • Demonstrated ability to
      • 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 (including delivering services), Sales Play(s), and Marketing Plan and then execute against those plans
      • Negotiate complex partnership agreements
      • Work with internal and external stakeholders to bring solutions to market
      • Generate net new opportunities through GSI partners
  • 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 more than one language, MBA, CISSP, and/or CCSP