Are you willing to take a next career step? Do you have what it takes to lead? Do you feel confident in partnership management or business development? Great! Don't miss this exciting opportunity. Read more below.

Job description

Primary location is based on agreement.

Possible location: US or Europe (Italy, UK or DACH).

FUNCTIONAL RESPONSIBILITIES AND DUTIES

• Develop and execute a comprehensive global partnerships strategy aligned with the company's overall business goals and market expansion objectives, that considers alliances with other vendors to integrate them with our ESET Protect Platform via ESET Connect API Tools, joint sales partnerships for our ESET Technology Alliance program, and business partnerships with regional and global channel partners, system integrators, Insuretech, Fintech, ISP/Telco partners.
• Sustainable ongoing research to identify and evaluate potential partners within the scope, based on strategic fit to improve ESET value proposition, market reach, and synergy with our solutions, considering ESET strategic competences, the customer feedback and our offerings, both in B2C & B2B.
• Lead creation of practical end to end partnership / alliance program, including documentation, processes, legal framework, and support ecosystem to ensure rapid turnaround and high level of satisfaction on the partners side
• Prepare and maintain backlog of business requirements and short and mid-term roadmap for Strategic partnerships and integrations.
• Define objective and develop business plans for individual Partnerships, set business direction and lead activities to fulfill objectives of Partnerships
• Monitor and analyze performance of running partnership, track key metrics, and provide regular reports to senior management on the success and ROI of partnership initiatives.
• Negotiate and establish partnership agreements, contracts, and business terms that maximize mutual value and enable joint go-to-market strategies.
• Lead and manage entrusted organization, its organizational units and employees at ESET's headquarters and branches abroad, be responsible for organization maturity and its continuous improvement
• Build and nurture strong relationships with partners, acting as the primary point of contact for business planning, joint marketing initiatives, and ongoing collaboration.
• Drive activation and enablement of strategic partnerships by implementing training programs, sales tools, marketing and sales program and empower them to effectively promote and monetize our partnership.
• Identify new business opportunities and areas for expansion within existing partnerships, and proactively explore and develop new strategic partnerships to drive revenue growth.
• Stay updated on industry trends, competitor activities, and emerging technologies to identify potential partnership opportunities and ensure our company remains at the forefront of innovation.
• Represent the company at industry events, conferences, and partner meetings to enhance brand visibility, expand network connections, and strengthen relationships.

MANAGERIAL RESPONSIBILITIES

• Prepare and execute short, medium-term plans for the companies in entrusted region based on business strategy and participate on creating the long-term strategy of the company.
• Set clear direction and implement strategy within the companies in entrusted region.
• Define and implement efficient structure and size of the companies in entrusted region and complementary sourcing model of external partners as required.
• Prepare and oversee the budget for the companies in entrusted region, and notify a direct superior in case there are any discrepancies.
• Provide project management, organize and synchronize requirements, and allocate people and resources.
• Define, prioritize and oversee successful implementation of key strategic projects within offices of entrusted region with close monitoring of project outputs and expected benefits.
• Ensure the essential roles and responsibilities in subordinate team are well defined and understood.
• Lead, manage and motivate the the companies in entrusted region, its organizational units and employees in the offices of entrusted region.
• Build and support efficient cooperation and achievement of goals within offices of entrusted region, between organizational units and across the company. Ensure efficient communication and sharing of relevant information.
• Propose and implement improvements of processes and work procedures
• Make efficient decisions based on all available information and be responsible for them
• Be responsible for setting and achieving goals of subordinate organizational units within offices of entrusted regions in compliance with divisional and corporate goals
• Set clear and realistic goals and expectations towards work performance of immediate subordinates within prescribed deadlines
• Manage, plan and delegate work to immediate subordinates and be responsible for performance of assigned tasks in accordance with established procedures and processes
• Provide regular feedback and evaluate work performance of immediate subordinates (e.g. probation period, definite period, assessment interviews)
• Plan for development of immediate subordinates, define key positions and identify and develop successors to such positions
• Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process in order to increase their involvement and motivation
• Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others

REQUIREMENTS
Education:

• Bachelor's degree in business, marketing, or a related field. An MBA is a plus.

Experience:

• Minimum of 10 years of experience in partnership management, and business development in Cybersecurity. Fintech, and ISP/Telco, or a similar role within the IT software industry.
• Experience in managing and leading people min. 5 years
• Extensive experience with project management in a related area

Knowledge:

• Proven track record of successfully developing and managing global partnerships that drove revenue growth and market expansion.
• Strong business acumen with the ability to identify strategic opportunities, assess partner profitability, and negotiate mutually beneficial agreements.
• Strategic thinker with a deep understanding of the IT software industry, market dynamics, and emerging trends.
• Strong analytical skills to assess partnership performance and leverage data-driven insights for decision-making.
• Understanding of essential software integration principles and experience working with technical teams that are working on integrations between disparate systems and platforms.

Language:

• English C1/C2

Communication:

• Excellent interpersonal and relationship-building skills, with the ability to foster collaboration and manage relationships at all levels, both internally and externally.
• Exceptional negotiation and influencing skills to drive consensus and achieve desired outcomes.
• Excellent communication and presentation skills, with the ability to articulate complex concepts clearly and concisely.

ADDITIONAL INFORMATION
Travel:

• Flexibility to travel globally as required to meet with partners, attend industry events, and build relationships.

Job requisition

JR-04225 Director of Global Partnerships and Alliances (Open)

Primary location

San Diego

Additional locations

Bournemouth, Jena, Milan, Munich

Time type

Full time