About the Role:
The Senior Partner Marketing Manager will be responsible for how the company engages with its partners across the EMEA and APJ regions. This position leads partner and technology alliances marketing for both regions, focusing on enhancing partner readiness and driving partner-led pipeline initiatives. You will collaborate with channel sales, field marketing, technology alliances, and the broader marketing team, with a performance focus on partner readiness and shared partner-sourced pipeline.
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What You'll Do:
- Own the partner marketing strategy, frameworks, and playbooks for EMEA and APJ across distributors, resellers, and service providers.
- Run a quarterly partner marketing planning process with channel sales and marketing, prioritizing by partner performance, strategic fit, pipeline potential, and budget.
- Allocate a defined share of regional field marketing budgets towards partner-led pipeline activity while ensuring final spend decisions remain with field marketing.
- Manage the central partner marketing budget and any MDF and co-op funds, including allocation, approvals, and ROI reporting.
- Own marketing strategies for technology alliances and marketplaces, including AWS and Microsoft private offers, solution-led listings, and joint go-to-market initiatives.
- Collaborate with Mastercard's channel organization on joint marketing and go-to-market opportunities.
- Lead partner enablement initiatives across both regions, including newsletters, webinars, training, partner summits, and sales kickoffs.
- Ensure the creation of partner collateral and co-branded content, maintaining consistent partner branding.
- Serve as the main contact between marketing, regional channel teams, and partners, managing marketing content on the Channeltivity portal.
- Represent partner marketing needs with sales operations concerning lead routing, deal registration SLAs, and partner reporting.
- Report on marketplace performance, partner readiness, and budget ROI, sharing accountability with channel and field marketing for partner-sourced pipeline.
What You'll Bring:
- 5 or more years of B2B marketing experience, particularly in channel, partner, or alliances marketing (required).
- Proven experience in developing and executing a partner marketing strategy and planning process across multiple regions (required).
- Experience influencing channel, sales, and marketing teams managing their own budgets (required).
- Ability to manage MDF or co-op funds and demonstrate how partner programs contribute to pipeline and ROI (required).
- Hands-on experience with cloud marketplaces, specifically AWS or Microsoft, including private offers and co-sell programs.
- Experience in developing partner enablement programs and executing marketing initiatives in EMEA and APJ.
- Familiarity with Salesforce, PRM tools, and marketing automation.
- Capability to convert technical security concepts into accessible messages for partners.
- Background in cybersecurity or technical enterprise B2B is strongly preferred.
What Success Looks Like:
- Successful adoption of the quarterly planning process by channel and field marketing, influencing budget allocation.
- Increased performance in marketplace and alliance marketing, delivering enhanced partner solution visibility.
- Improved readiness among partners to sell the company's products and utilize enablement resources.
- Generation of a clear return on partner funds, with growth in partner-sourced pipeline alongside channel and field marketing efficiency.
Why Join Us?
Employees represent over 40 nationalities and uphold core values of high standards, inclusion, and ethical practices. The company empowers clients with intelligence to disrupt adversaries, earning a 4.6-star user rating on G2 and servicing over 50% of Fortune 100 companies.
