Centreon is a leader in IT monitoring solutions, offering a comprehensive SaaS platform designed to empower organizations to enhance their IT performance. We are looking for a Global VP of Partners to lead our partner strategy, cultivate alliances, and drive growth through strategic partnerships globally. You are known for your experience in owning and developing a Partner Program. Your mission: Define and demonstrate the partner channel contribution to Centreon’s performance and revenue.
Key Responsibilities:
Partner Strategy:
- Define Centreon’s overall strategy for all partner types at Centreon Resellers (VARs, Distributors, Master Resellers), Integrators, (Boutique and Global), Marketplaces, Strategic Alliances and MSPs (Managed Service Providers)
- Design and implement a strategic partners, channels and alliance approach and best practices, ensuring exceptional partner experience and collaboration performance
- Own the Partner Program, and implement it across strategic partners, channels and alliance approach
Execution, Measurement, and Reporting:
- Manage all aspects of business development – from initial outreach and recruitment, through creative partnership development, deal negotiations, commercial term development and contract signing
- Define and achieve revenue-based metrics aligning with wider company KPIs
- Create sales enablement, certification and training standards to ensure partners are equipped to position Centreon solutions and meet revenue and customer satisfaction objectives
- Build trust and credibility at all levels to foster exceptional partner experiences and performance
- Ensure thorough understanding of partner collaboration contracts, educate stakeholders, and track obligations
- Develop and maintain reports including pipeline, forecasting, lead opportunities and closed won reports
Channels Go-to-Market:
- Define, and execute against, the Centreon Indirect Go-to-market strategy and model in France and International Markets
- Define and Track the Global Partner Team contribution to Centreon’s awareness, pipeline, new logos, bookings across all indirect routes to market (VARs, Distributors, Marketplaces, MSPs, etc.)
- Define Ideal Partner Profile and Identify companies as prospects for strategic growth
Strategic Alliances:
- Own the current Centreon Strategic Alliances (AWS and Cisco)
- Stay informed on internal and external trends to evaluate new and existing partnership opportunities
People Management:
- Provide daily management of the Alliances team, including strategic and regional members
- Build, coach, motivate, grow and retain a team of global partner managers at Centreon
- Oversee and work closely with the Global Partner Team to identify areas of strategic growth across all regions
Communication and Spokesperson:
- Act as a key spokesperson for Centreon within partner and alliance communities
- Identify speaking and exhibiting opportunities for Centreon within the partner community
- Serve as an Internal advocate for the Partner related business
Qualifications:
- 10+ years of management experience in strategic partner, alliance and channel management, business development, or operational roles, particularly within SaaS and international organizations
- Proven track-record of scaling an indirect model from ignition to superior performance and contribution to the organization
- Proven ability to innovate beyond historical norms and barriers and lead teams to success
- Revenue oriented, enthusiastic self-starter, with a proven track record of providing problem-solving leadership and meeting revenue targets via solutions-based consultative sales best-practices
- Able to perform under pressure and able to remain collected and focused in a dynamic environment
- Highly collaborative, “Teamwork for Success” outlook, willingness to perform and get things done, strong interpersonal skills, ability to convey and relate ideas to others
- Expertise in developing efficient partner operations models and KPIs (leads, pipeline, ROI, tracking, sales meetings, MDF, calls, etc.)
- Excellent analytical and organizational skills covering technical, financial, and operational aspects of collaborations
- Bi-lingual French/English is a must. Fluency in a third language is a plus
What we offer:
- Fast-growing company (+27% by 2023) with an international scope
- Remote friendly: 3 days teleworking per week possible
- 10 RTT/year in addition to paid vacations
- Luncheon vouchers
- Monthly and half-yearly events
- Monthly breakfasts
- Onboarding program
- Many other benefits
We are committed to promoting diversity within our company. All qualified applicants will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, nationality or any other characteristic protected by law in the country in which the applicant applies.
This position is open to people with disabilities.