Director of PPM, Security

Description

Position at Zones LLC.

The PPM Director - Security position is a rewarding opportunity to work with one of the leading IT companies in the world.

You will be responsible for building the comprehensive Go-To-Market strategy across all key architectures. You will build and identify additional opportunities by fostering and expanding on partner relationships, cultivating additional revenue opportunities and collaborating with our Sales and Technical sales divisions.

We will expect you to achieve aggregate revenue growth, margin, and profitability objectives, effectively manage all key financial metrics, and ensure your category managers can perform the same tasks.

Remember this is a team effort, so we need you to drive your team to execution with key Security strategies, and institute repeatable factory-like sales motions across the entire line.

Along the way, you will support your team by providing leadership, coaching, and development opportunities, as well as building a career path for your Partner & Product Management team.

Note : this role is hybrid, while the majority of the work can be done remotely, candidates may be required to work out of an office as needed.

ThePPM Directoris primarily responsible for :

• Set direction to guide the go-to-market strategies for all categories of responsibility and ensure alignment across all Security categories by ensuring that Category Managers do the following
• Establish best in class go-to-market strategy for the category
• Establish Managed / Strategic Partners
• Develop strong channel relationships and executive engagement
• Work across categories where partner relationships span multiple categories to maximize vendor exposure and growth / profitability
• Achieve aggregate revenue and profitability growth objectives for all categories of responsibility by ensuring that Category Managers do the following
• Ensure Category Managers promote and manage high-velocity SKU’son a daily basis
• Utilize Zones Marketing vehicles to create a broad awareness campaign to drive customer acquisition and development through Zones channels (SMB, Mid-Market, Enterprise, Healthcare and Public Sector)
• Drive margin-enhancing programs within the Sales organization (Deal Registration, Promotional offers / discounts, and Bid Pricing
• Ensure Category Managers are properly enabling Sales via education
• Serve as escalation point for any communication challenges
• Achieve aggregate Partner Contribution (PC) goals for all categories of responsibility by ensuring Category Managers do the following
• Ensure that Category Managers’ marketing plans support category growth strategies (by sales segment / vertical market)
• Facilitate presentation of marketing plans to partners to secure Sales-enabling investments
• Work with the Category Managers to proactively develop gap plans as necessary to achieve PC targets when / if shortfalls are projected
• Serve as escalation point for management of key financial metrics and category assets; ensure that Category Managersare able to demonstrate competency regarding key financial metrics and category assets
• Understand andhave the ability toarticulate YTD, QTD and MTD financial results for the category and each individual partner that makes up the category
• Maintain discipline pertaining to management of marketing projects and activities as part of the revenue recognition cycle
• Ensure timely and proper processing of MDF Claims pertaining to Aged Partner Contribution Receivables
• Inventory Management
• Demonstrate ability to apply incentives to the business across categories consistent with Zones strategy
• Be a leader in the PPM organization; provide coaching and development for team members
• Evaluate talent and make hiring decisions to support Zones growth initiatives and culture
• Establish / Improve cross-departmental relationships to drive efficiency and collaboration
• Serve as a thought leader for all categories of responsibility
• Leverage expertise to ensure Category Managers continue to enhance their knowledge of industry trends and respond appropriately to changing industry dynamics
• Lead development of new Zones strategies in response to industry evolution
• Understand Zones’ competitors’ capabilities and be able to articulate those capabilities pertaining to tools, automation, services, pricing and solutions

We are seeking candidates with the following experience and skills :

• BA / BS in Business Marketing, IT, or a related field
• Advanced degree preferred
• 5+ years required of experience in product management or product marketing of IT products and services to small, medium, and large organizations with a focus on Security technologies
• 5+ years required of experience in hiring, inspiring, and managing employees
• Knowledge about the IT reseller environment and familiarity with mechanics of partner marketing programs : Market Development Funds (MDF), rebates, special pricing;

deal registration, etc.

• A solid understanding of IT solutions and a history of creating highly successful product marketing programs and business plans
• A working knowledge of sales processes and selling techniques for the SMB, mid-market, Enterprise, and public-sector segments
• Demonstrated ability to develop and nurture relationships across all levels of an organization
• Exceptional verbal and written communication skills with the ability to address large and diverse audiences

Compensation :

• Qualified candidates can expect a salary range of $100,000 - $130,000 + Bonus eligible.
• Note : Compensation is benchmarked on local Washington area market rates. Qualified candidates in other locations can expect a salary package that may be adjusted based off applicable cost of wages in their respective location.

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Zones offers a comprehensive Benefits package

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical / dental / vision coverage, life insurance, a 401(k) plan with matching provision, paid time off, and much more.

And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse.