Keysight is looking for a dynamic leader to for our Business Development and Alliances program who has proven experience driving the development of key partner relationships while aligning to a long-term partner program. Our organization has a strong partnership GTM strategy that requires establishing deep relationships with our Technical Partners. This role is a key, highly visible and critical to broadening our partnership footprint across the ecosystem as we continue to outgrow the market.
Keysight’s network visibility products provides the processed (filtered, decrypted, de-dupped, etc.) data to network security and performance tools to our tech partners who are (not exhaustive): ExtraHop, Riverbed, Forescout, Trellix, Vectra, Nozomi, Corelight, and many others. Successful candidates must have proven experience in working collaboratively across executive management, sales organizations, product development, and financial business practices. They will be passionate about their work, self-motivated, detail oriented and have excellent problem-solving abilities. Additionally, they will have superb communication and project management skills, communicate progress and results both written and verbally, in a clear and easy-to-understand way. This is a highly visible role across the organization and is an opportunity to make a lasting impact on the growth and success of our partner ecosystem, resulting in more success with our customers.
The ideal candidate will possess an extensive background in owning, defining, and executing strategic direction of alliances with partners. These responsibilities include:
- Given the number of tech partners, tiering them to provide a focused approach driven by best revenue return potential
- Building relationships with external and internal stakeholders (partners/alliances and executive leadership)
- Building, defining and executing a long term, tech partner focused, results driven plan—and breaking that plan into quarterly actions and objectives
- They should be a self-starter, with demonstrated ability to think strategically about new business models, solution selling, and technical challenges to help build and convey compelling value propositions with our partners that our marketplace (the Fortune 2000) would find compelling. The candidate should also have a proven track record of influencing innovation through a partner ecosystem with prior solutions and program successes. This is a regional role that would entail a good amount of travel for personal engagement and relationship building.
- Work closely with Sales, the GTM/IST, and Engineering to identify and prioritize, the best technology partners that fit our Strategy
- Identify key initiatives that couple our solutions with our partners, that provides both a win-win, and a crowding out of our competitors who might attempt similar or other approaches
- Build, maintain and drive relationships with our technology partners at an executive level, which will involve travel to various partner sites
- Measure, inspect, and track Partners progress against key metrics
- Create a framework for idea to retire on solutions
- Help identify new offerings, and collaborate with the GTM/IST, CAMs, and Sales to execute on effective outreach
- Hold QBR and Annual Reviews of key partners. Report findings and actionable recommendations back to Senior Management and below.
Requirements:
- Openness and ability to travel, up to 50% of the time
- BA/BS degree or equivalent, advanced degree highly desirable.
- Ability to determine strategy and tactical plans that deliver tangible results.
- Track record of overachieving sales revenue and customer success results.
- Experience managing large partner ecosystems with a proven understanding of the various business models, trends, and market
- 15+ years in partner management for a global technology company, (e.g., Google, Microsoft, Salesforce, , AWS, Oracle, etc.) or technology partners in our space (e.g., ExtraHop, Riverbed, Trellix, Forescout, Corelight, Nozomi, Vectra, etc.).
- In-depth knowledge of the cloud and network based (router level) computing industry.
- Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.
- Proven ability to partner with a wide variety of senior-level individuals including top-level business leaders and customers.
- Strong intuition for business, and experience with large, complex organizations during periods of rapid growth and change.
- Resilient and able to thrive in a fast-paced environment with a high level of energy.
- Salesforce.com, Microsoft PowerPoint and Excel skills highly desirable.
- We believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive PTC for ALL through an environment where everyone feels like they belong and are empowered to bring their true, authentic selves to work. Proud to be an Equal Opportunity and Affirmative Action Employer, we welcome applicants from all backgrounds and hire without regard to race, national origin, religion, age, color, ethnicity, ancestry, marital status, sex (including pregnancy), sexual orientation, gender identity, gender expression, genetic identity, disability, veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.
