Director, Oem & Mssp Partnerships

Are you an ambitious and results-driven sales leader? Do you have a successful track record of developing long-term partnerships? Are you interested in working in a fast-paced environment within cybersecurity? If so, you're in the right place.\

Trusted by governments, commercial enterprises, and educational institutions worldwide, Flashpoint helps organizations protect their most critical assets, infrastructure, and stakeholders from security risks such as cyber threats, ransomware, fraud, physical threats, and more. Leading security practitioners—including physical and corporate security, cyber threat intelligence (CTI), vulnerability management, and vendor risk management teams—rely on the Flashpoint Intelligence Platform, comprising open source (OSINT) and closed intelligence, to proactively identify and mitigate risk and stay ahead of the evolving threat landscape. Learn more at www.flashpoint.io.

We have a role for you if you:

• Have the ability to develop strong, long-term relationships by following appropriate sales methodology and using a hands-on, customer-centric approach
• Ability to proactively seek business improvement, ambitiously engage sales objectives and find solutions to challenges as they arise.
• Established, expanded, and managed partner relationships across multiple industries
• Have knowledge of information security and risk intelligence concepts, with a continued willingness to learn and grow
• Have generated pipeline, closed partnerships, and met and exceeded quotas consistently
• Are both a player and a coach:
• Player: Being directly involved in sourcing VAR deals, engaging in account mapping, and growing Flashpoint’s VAR presence globally.
• Possess a technical background that allows you to generally understand different types of cybersecurity vendors: Analytics & Visualization, Asset Discovery & Mgmt., Attack Surface Monitoring, Blockchain, Consultancy, CTI, Data Mgmt – SIEM, Data Mgmt - SOAR, Data Mgmt - TIP, Data Security, DevSecOps / Cloud, FSI-Focused, Identity Security, Network Security, OSINT, Penetration Testing, Physical Security, Sandbox, Security Edge Service - Email security, Security Edge Service - Secure Browser, Security Edge Service - Web Proxy, Vulnerability Management, Workload Security – IT, Workload Security – OT.
• Communicate effectively with all organizational levels across functions
• Have a proven ability to generate pipeline, close business, and meet and exceed quota
• Coach: Lead other VAR and channel team members, guide their efforts, solve problems as they arise, and seek continual optimization of the VAR / channel program
• Possess a background in threat intelligence and understand general intelligence concepts: planning & direction, collection & processing, analysis & production, dissemination, and feedback
• Have developed strong, long-term relationships by following appropriate sales methodology and using a hands-on, customer-centric approach
• Managed regular progress updates, business intelligence, and KPI reporting across the partnership and channel functions
• Possess a self-starter attitude and strong work ethic, with the ability to adapt to rapidly-changing environments

What you will get to do on our team:

• Partner with other stakeholders in executing the strategic plan for all Partnership programs while working closely with the Marketing, Sales, and Customer Success teams to meet or exceed pipeline and channel sales targets
• You will be responsible for driving sales strategy and processes for inbound and outbound OEM / MSSP operations
• Develop a multi-product partnership OEM / MSSP strategy
• You’ll be instrumental in helping the business get to the next milestone and continue to scale
• Identify, negotiate, close, and manage strategic partnerships that will help broaden our inbound OEM / MSSP solution capabilities and accelerate our reach to potential customers
• Stay up to date on industry trends and provide competitive analysis to optimize strategies for growth
• Capture and utilize critical data using Salesforce and other CRM tools
• Identify new segments of OEM / MSSP customers and develop a respective OEM / MSSP strategy, including cross-functional opportunities
• Navigate, neutralize and balance challenges with outcomes according to business need/strategy with input from Leadership
• Work with partners to understand requirements and craft solutions that meet their needs and aligns with Flashpoint's go-to-market model
• Collaborate with the sales, marketing, customer success, and solution architect teams to accomplish deliverables and expand the business

What you will achieve

Within 30 days

• Meet with Sales leaders and team members to gain insight and gather feedback on the Partnerships program.
• Familiarize yourself with the Partnerships team members along with other key internal stakeholders to understand the current state of the OEM / MSSP Partnerships program along with data/metrics.

Within 60 days

• Develop and present to the Executive Director of Partnerships, your 2023 strategic plan, for North America and our international territories for OEM / MSSP.
• Identify initiatives that can be executed on in the short term to drive revenue.

By 90 days

• You will develop, and present to the Executive Director of Partnerships, the tactical plan and needs to accomplish the 2023 strategic plan.

To be successful in this role, you will need

• Technical experience within the cybersecurity domain
• Experience with Salesforce and additional relevant tools
• Experience with threat intelligence lifecycle processes
• The ability to communicate effectively with all organizational levels across functions
• A strong sense of collaboration, teamwork, and operate with a high degree of transparency and ethical standards
• A strong analytical capability and high-level business acumen
• Knowledge of information security and risk intelligence concepts, with a continued willingness to learn and grow

Base Pay Range: $145,800-$150,000/yr plus commission

Why Flashpoint is a Great Place to Work:

• A Great Place to Work. Literally. According to the 99% of employees surveyed, Flashpoint earned designation as a Great Place to Work-Certified™ Company for 2021. 100% of employees agree that new hires are made to feel welcome and appreciated. If you are interested in learning more, please check out our Certified Profile.
• Diversity. Flashpoint is committed to fostering, cultivating and preserving a culture of diversity, inclusion, belonging, and equity. We recognize that diversity is key to achieving our vision. We believe that every person and their experiences contribute to building a work environment and products and services that will change the world.
• Perks. Flashpoint understands that personal wellness is one of the keys to a happy, healthy and productive work environment. That’s why we also prioritize health and wellness perks like gym reimbursements, expensed lunches, cool cultural initiatives and inclusive employee events.
• Culture and Belonging. Our company’s culture isn’t something you join, it’s something you build and shape, and each person's unique backgrounds and experiences contribute to who Flashpoint is and will become. You will have ample opportunities to connect with coworkers through various communication channels and company-funded virtual events: book clubs, happy hours, committees, DIBE discussion group, Donut mixers, local team member meetups and much more.
• Career Growth. Flashpoint is invested in the growth of our team members and understands that frequent, two-way feedback is critical to that growth. We encourage regular one-on-ones with your manager, a regular schedule of performance reviews, learning and development opportunities, and guidance through formalized career paths; whether that be towards being a great manager, being a great individual contributor, or a lateral move to gain breadth of knowledge and experience.