Company Description
FireEye is the intelligence-led security company. Working as a seamless, scalable extension of customer security operations, FireEye offers a single platform that blends innovative security technologies, nation-state grade threat intelligence, and world-renowned Mandiant® consulting. With this approach, FireEye eliminates the complexity and burden of cyber security for organizations struggling to prepare for, prevent, and respond to cyber attacks. Learn more about FireEye's world-class solutions and global footprint at https://www.fireeye.com/company.html.
Job Description
The Role:
The primary role of the Director of Global Partner Program and Operations is to develop, operationalize and optimize programs, processes, and systems to help enable FireEye to scale its global channel sales. This role will be responsible for the day-to-day management and execution of several important aspects of Channel Programs and Operations as well as acting as a key player with the following organizations within FireEye: Sales Operations, IT (applications), Field & Inside Sales, Channel Sales, Marketing, Legal, NPI Operations, Finance and Deal Desk.
Reporting to the Vice President Global Sales Strategy, Operations, and Enablement, this role requires a strong balance of business strategy & operations, program design, program oversight, cross geography coordination and communication, project management skills and results measurement. This role is based in Milpitas, CA and will manage a team of program managers/analysts as well as matrix-manage an India-based offshore support team.
The role will be focused on continuous improvement of channel sales effectiveness with a primary emphasis on operational readiness for both systems and processes. The ideal candidate possesses a combination of strong project management experience, business acumen, work ethic, cross-functional collaboration and being present in the role.
Responsibilities:
- Own and lead all Partner Programs and Channel Operations efforts on a Global level
- Define data requirements and establish processes for tracking channel results
- Create program compliance requirements and manage program tier leveling requirements
- Develop partner incentives to promote sales and mindshare through the Partner eco-system
- Manage SPIFF and Rebate operations, contra budget management and the MDF program
- Oversee the overall partner experience through the FireEye Partner Portal (built on Imparter)
- Work with Marketing, IT, and Sales Ops to create an engaging platform for partners to interact with FireEye (deal registration, enablement, communications, etc.)
- Develop Partner Program collateral/documents and onboarding tools to enhance overall partner experience and communicate to partners
- Work closely with IT on designing and implementing SFDC changes
- Contribute with cross-functional teams to automate new and improve existing tools to ensure our partner SLAs are met and efficiency in our sales tools
- Develop internal sales and program announcements to educate on availability, rules, process as well as job aids, recorded trainings, and guides for internal execution
- Establish relationships across multiple departments including sales operations, finance, order management and legal to collaborate on partner and program rollouts
- Design and deploy sales processes that result in disciplined, compliant, scalable, and optimized practices across the global partner organization
Qualifications
- 10 + years’ experience in Channel Programs and/or Channel Operations
- People management experience required
- Prior experience in running Partner Programs, Channel Enablement, Channel Marketing and/or Channel Operations
- Experience in creating incentive programs and back-end support is preferred
- Preferred experience managing contra budget to fund incentives and MDF
- Strong demonstrated expertise in providing back-end sales support at multiple levels within the organization
- Must be able to manage expectations accurately and efficiently
- A working knowledge of security technologies and cloud environments is preferred.
- Must have proficiency in multi-pathway channel selling environments; must be familiar with how solutions are sold and fulfilled through the channel, and how distributors provide services to resellers
- Must have in depth experience using Salesforce.com and implementing changes to optimize processes
- Experience with managing and optimizing a partner portal is strongly desired
- Self-starter; strong drive and work ethic; willing to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced sales environment
- Need to be available during month end and quarter-end for sales and system support
- Work out of FireEye’s Milpitas headquarter location – this is not a remote position
- Excellent written and verbal communication skills. Ability to translate technology features into business benefits
- Strong analytical and problem-solving skills
- Occasional travel is required
Additional Information
At FireEye we are committed to our #OneTeam approach combining diversity, collaboration, and excellence. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
This is a regionally-based role that must be located in CA, UT or VA