Strategic Vendor & VAR Partner Manager - Remote
About Us MajorKey Technologies is a technology strategy, design and operations partner to public and private organizations around the world. With a creative and committed team of technical problem-solvers, we minimize time-to-value from problem to solution, and we maximize flexibility and fitness for purpose. We do this by harmonizing our clients' technology. We've worked with some of the world's biggest brands to create harmony between stakeholders demand and what their technology can deliver. MajorKey has spent 25 years learning and documenting how to make clients happy. Our agile methodology emphasizes advising and communicating often, ensuring that implementations are aligned with business goals and continue to move forward without untimely setbacks. Position Overview The Strategic Vendor & VAR Partner Manager will be responsible for developing and executing a comprehensive partnership strategy with MajorKey’s strategic vendors (SailPoint, CyberArk, and Saviynt), as well as managing MajorKey’s Value-Added Reseller (VAR) relationships. This role will focus on driving pipeline creation and revenue growth through vendor alignment and channel triangulation. The Partner Manager will serve as the single point of accountability for relationship building, program ownership, reporting, and internal coordination to maximize our joint go-to-market success. Key Responsibilities • Develop and execute a strategic partner plan to increase MajorKey’s pipeline & Sales with focus vendors. • Act as key conduit between strategic partners & MajorKey sales. • Align with vendor on forecast & triangulate out to resellers who have no bench. • Schedule and coordinate executive engagements, including QBRs and strategy sessions. • Oversee vendor partner program requirements, including deal registrations and co-marketing. • Manage deal registrations and keep pipeline data up to date. • Update MajorKey’s profile and partner pages within each vendor ecosystem. • Set and track measurable goals for pipeline growth and co-sell engagements. • Conduct quarterly account mapping sessions to uncover opportunities. • Track and report co-sell opportunities and win rates. • Work with internal teams to align priorities and execution. • Create channel playbooks to showcase joint value with vendors and VARs. Qualifications • 7+ years of experience in partner or alliance management, business development, or channel sales within the cybersecurity or identity ecosystem. • Deep familiarity with strategic vendor partner programs (SailPoint, CyberArk, and Saviynt), organizational structures, and sales motions. • Experience managing VAR relationships and driving joint execution through vendor/channel triangulation. • Proven track record of building successful joint go-to-market motions with identity/security vendors. • Strong relationship management, communication, and executive presence skills. • Highly organized with the ability to manage multiple programs, reporting requirements, and stakeholders simultaneously. • Experience with deal registration and vendor partner portals. Success Metrics • Growth in vendor- and VAR-influenced pipeline (sourced and co-sell registered). • Number and depth of executive relationships mapped between MajorKey, vendors, and VARs (measured quarterly). For applicants with disabilities who need additional assistance or accommodations, please reach out to [email protected] Equal Opportunity Employer Disability/Veteran Apply tot his job