Partner and Alliance Manager/Director

<h3>Accountabilities</h3><li>Build, manage, and expand strategic relationships with technology partners across value-added resellers, channel organizations, distributors, OEMs, telecommunications providers, MSSPs, and technology alliances.</li><li>Develop joint business development strategies aligned with regional sales objectives, market opportunities, and broader growth goals.</li><li>Create and execute joint go-to-market plans with internal teams and external partners to increase revenue, market share, pipeline, and customer reach.</li><li>Partner closely with direct sales teams to identify opportunities, influence deal cycles, drive co-selling, and maximize partner contribution throughout the sales process.</li><li>Enable partners and sales teams with the training, resources, messaging, and tools required to effectively position and sell enterprise cybersecurity solutions.</li><li>Deliver compelling sales presentations and software demonstrations to partners, prospects, and other stakeholders when required.</li><li>Own partner-sourced revenue targets and track performance against defined pipeline, sales, and growth metrics.</li><li>Manage the day-to-day execution of partner initiatives, ensuring partners remain engaged, supported, and aligned with shared objectives.</li><li>Lead partner negotiations, including agreements, commercial terms, mutual commitments, performance expectations, and key performance indicators.</li><li>Monitor technology, cybersecurity, competitive, and market trends to identify new partnership opportunities and refine partner strategies.</li><li>Coordinate partner-focused events, enablement programs, training initiatives, and joint marketing activities.</li><li>Maintain strong executive-level relationships and act as a strategic point of contact for key partners.</li><li>Travel regularly to support in-person partner engagement, with travel expected to represent up to 50% of the role.</li><h2>Requirements:</h2><li>5+ years of experience in technology sales, business development, channel management, strategic partnerships, or alliance management.</li><li>Demonstrated success building and managing complex technology partnerships and alliances, ideally within the cybersecurity industry.</li><li>Proven track record of meeting or exceeding sales and revenue targets through partner-led or partner-influenced channels.</li><li>Strong understanding of enterprise software, cloud solutions, cybersecurity, or emerging technology markets.</li><li>Experience working with major technology partner ecosystems, including OEMs, VARs, ISVs, MSSPs, distributors, telcos, or similar organizations.</li><li>Exceptional communication, negotiation, presentation, and relationship-building skills.</li><li>Strong executive presence and the ability to build credibility with senior stakeholders and strategic partners.</li><li>Ability to influence cross-functional teams and drive execution in a matrixed, fast-paced environment.</li><li>Strong strategic thinking combined with a hands-on, results-oriented approach to go-to-market execution.</li><li>Ability to identify opportunities, develop actionable plans, manage multiple priorities, and consistently follow through.</li><li>Willingness and ability to travel up to 50% of the time for partner-facing activities.</li><li>Candidates located in the United States are eligible, with preference for those based in the<strong>San Francisco Bay Area, Boston, or New York City</strong>.</li><h2>Benefits:</h2><li>Fully remote position within the United States.</li><li>High-impact role with significant visibility across sales, technology, marketing, and partner ecosystems.</li><li>Opportunity to influence regional growth strategy and build relationships with major technology and cybersecurity organizations.</li><li>Quota-carrying position with direct impact on revenue and business growth.</li><li>Exposure to enterprise cybersecurity, emerging technologies, and strategic technology alliances.</li><li>Opportunity to work cross-functionally with sales, marketing, product, and business development teams.</li><li>Frequent engagement with senior executives and strategic partners.</li><li>Travel opportunities of up to 50% for in-person partner engagement and industry activities.</li><li>Opportunity to contribute to joint events, training initiatives, go-to-market programs, and ecosystem development.</li><li>Inclusive, equal-opportunity working environment focused on professional impact and collaboration.</li>