Director, Partners Europe for Sales Division

Join Omada, where we empower companies around the world to confidently build high levels of trust in their identities. We achieve this by combining our award-winning solutions with our partner community and Customer Success team.

If you're passionate about building and maintaining a partner ecosystem within the defined territory, overseeing many activities that drive growth in partner-sourced opportunities, and the successful execution of sales pursuit in net new customers, then Omada is the right place for you!

Why Omada?

The demand for data protection and groundbreaking IT governance solutions is skyrocketing by the day. According to the analysts, IGA is a $10bn market opportunity. Discounting SME and non-target territories, Omada targets 30% of that opportunity that is growing at 18% CAGR. We're investing in talent like you to keep our partners and their customers on the path to success. With our headquarters nestled in the heart of Copenhagen and a global presence spanning Central and Western Europe, as well as the United States, we're here to make a lasting impact on businesses worldwide through cutting-edge IT solutions.

Responsibilities

Maintain a partner ecosystem within a defined territory that is balanced across market opportunity and competitive positioning

• Market opportunity - Every partner should transact at least one net new opportunity per year
• Competitive positioning - each partner must bring the relevant IGA skills and experience to offer a compelling customer experience (well-executed sale and successful project delivery)
• Building and executing a JGtM plan based upon a balanced scorecard consisting of:
  • Relationship and stakeholder management (ensure Omada has mindshare)
  • Enablement planning and execution (partner can identify, sell and deliver IGA)
  • Demand generation plan with appropriate use of MDF (find new IGA leads)
  • Lead and opportunity tracking (prosecute IGA leads and opportunities)

You work closely with Omada sales and the existing partner ecosystem, with a regular cadence of communication and reviews on-site and over video conferencing. You will take guidance from the Partner Strategy and execute an Omada Partner Program building a plan of activities that support the goals above including, but not limited to:

• Promoting the partner program and its benefits and initiatives to the channel
• Establishing appropriate channel partner agreements in alignment with the partner strategy
• Establishing a bridge between partner and Omada sales communities
• Identifying opportunities for collaboration with Omada technology partners (i.e. Microsoft) and exploiting this to achieve goals

A contributor to the maintenance of the partner sales training - You are comfortable contributing to the creation and delivery of partner sales training for new or existing partners or to new sales personnel.

• Contributing to the maintenance of the partner sales and delivery training
• Building and executing an enablement plan for each partner covering sales and delivery elements

Align with the assigned partner technical lead and orchestrate activities including, but not limited to ensuring each partner can:

• Identify and qualify for an IGA opportunity
• Demonstrate the Omada Identity Cloud platform
• Scope and facilitate/execute a PoC
• Effectively respond to an RfP

Key performance indicators:

• Partner-sourced leads converting to SAO
• Partner sourced ACV

Skills:

• Quota-carrying sales experience with success in achieving sales targets and associated negotiation, time-management and business administration skills

• Track and report using SFDC
  • Partner sourced leads
  • Lead conversion to opportunity
  • Partner-sourced opportunities through win/loss
  • Report creation in SFDC:
• Analytical skills that allow you to interpret data make informed decisions based on the data set and present conclusions to businesses and partners as required.
• Communication/writing skills that allow you to contribute to written partner communications including newsletters and solution briefs.
• Willingness and ability to travel, as required, to partners across the assigned territory.

If this has caught your interest, apply now! We will interview on an ongoing basis, and the position will be filled when the right candidate is found.

Omada is an equal opportunity employer and qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class.

At Omada, we are experts in cybersecurity, taking our customers by the hand, helping them to take identity and access management to the next level. We offer you the opportunity to work with passionate, competent people, experts within their field, in an informal and agile organization with a flat structure. We thrive on being challenged and everything we do is anchored in our core values of ambition, teamwork, constant care, and creating value.

The Omada product is rated as one of the very best in the world by analyst firms like Gartner, Forrester, and KuppingerCole and we have a high focus on keep developing our product to meet our customers’ business requirements.

Application deadline: 28 Jun 2024