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Partnerships Manager, US

Location: San Francisco, California, United States

Department: Partnerships

Job Details

Founded in 2018 in Dublin by experienced security engineers, Tines makes enterprise automation simple. Security and operations teams are too often stuck doing manual, repetitive tasks, and we want to change that. Tines is an automation platform designed to allow anyone to automate any manual task, regardless of complexity. No apps, plugins, or custom code required. With 1,000+ template options for common security actions, Tines is power and simplicity through direct integration with your existing tools.

Now a well-funded, early-stage start-up, Tines is backed by some of the world’s most respected investors and trusted by the world's leading security teams to streamline security automation work. We’re scaling quickly and building our team for the journey. We guarantee lots of challenges, growth and learning as well as the opportunity to be part of a world class team.

We are looking for an experienced partnerships manager to join Tines newly created Partnerships organisation.  The Partnerships Manager will build out Tines Consulting/Services and Technology partnerships within the region, working closely with sales to ensure alignment on customer needs.  This is a key role, which will lay the foundation for Tines global partner development for years to come.  As the successful candidate, you will have experience in partner management in the cloud or security industry, working with consulting (Systems Integrators, Services firms, Development Agencies) and/or technology (software companies, ISVs, cloud companies, infrastructure companies) partnerships. 

This is both a partner relationship and a revenue-generating role, reporting to the Global Head of Partnerships and working closely with the regional sales teams.  You will be responsible for cultivating and maintaining strong relationships with executives and sales teams in partner organizations to secure new business, negotiate, and close strategic partnerships in support of accelerating Tines business across the region with Global and Regional Systems Integrators, Consulting/Development Agencies, Software Providers/ISV’s and industry platforms. These partnerships provide Tines with the opportunity to unlock our market opportunity, supporting us in accelerating our users’ growth across all market segments. This role also includes executing Tines global partner programs, partner marketing, partner enablement and partner co-selling initiatives across the region, driving partner participation and engagement. 

This role requires experience in building and growing channel partner and alliances relationships, including evaluating and recruiting new partners, negotiating key commercial agreements and driving joint sales success. The successful candidate will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally. An understanding of the cloud and or security software industry would be a bonus.

You will:

  • Develop and execute Tines partner strategy in the region, in alignment with Tines regional business and global partner strategy.
  • Cultivate deep relationships with partners, optimize partner performance through business reviews, identify additional business opportunities to expand revenue and deploy a joint sales approach with Tines top partners and Tines sales team in the region.
  • Work with the program, marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively.
  • Serve as an advocate for the region’s partners and identify areas for growth via partnerships.
  • Finalize operational and contracting details with prospective partners through collaboration with Legal and Finance teams.
  • Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style.

We’re looking for someone who has:

  • 5+ years of managing partnerships and for high-tech organizations
  • Successful track record of developing and growing partnerships 
  • Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape
  • Strong written and verbal communication skills.  
  • Demonstrated ability to negotiate high-value deals with a C-level audience and positively influence the outcome
  • Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
  • Highly organized,  multi-tasking skills, take ownership and be efficient in ambiguous situations
  • Willingness to travel (once it is safe to do so in the future)
  • Bachelor’s Degree

Tines provides equal employment opportunities to all employees and applicants for employment without regard to sex, race, colour, ethnic or social origin, genetic features, language, religion or belief, political or any other opinion, membership of a national minority, property, birth, disability, age or sexual orientation.