Alliance Director

This is a fully remote position, open to applicants in New York.

📋 Description

• Manage the Reco–HPE alliance relationship comprehensively, engaging with executive sponsors, regional VPs, field representatives, Aruba security teams, and Security specialists.

• Formulate and implement a multi-year collaborative business plan targeting pipeline growth, revenue generation, and market share expansion.

• Obtain HPE investment, encompassing MDF, co-selling commitments, and dedicated SE support.

• Cultivate executive-level relationships throughout HPE Security, Hybrid Cloud, and Partner GTM divisions.

• Propel HPE-sourced pipeline through account mapping, co-selling initiatives, and field coordination with Reco's regional AEs.

• Own and enhance a partner-sourced pipeline target.

• Identify HPE's top-100 strategic accounts and develop co-branded outreach strategies.

• Activate opportunities related to HPE GreenLake and Aruba.

• Develop and manage HPE-specific enablement programs, including bootcamps, certifications, office hours, and on-site training sessions.

• Design co-branded sales plays, pitch decks, battlecards, and joint solution briefs.

• Conduct quarterly business reviews with HPE regional VPs.

• Represent Reco at HPE Discover, HPE Partner Ready events, and regional field days.

• Collaborate with Marketing on co-branded campaigns, webinars, and events focused on CISOs.

• Provide field feedback to Product and Engineering to influence roadmap and integration priorities.

• Work alongside Sales Engineering on technical resources and joint proof-of-value engagements.

• Monitor alliance KPIs weekly and report findings to Reco leadership.

⛳️ Requirements

• Over 7 years of experience in enterprise technology alliances, channel management, or strategic partnerships, including a minimum of 3 years in a Director-level position.

• Proven history of managing a designated hardware or infrastructure OEM alliance (HPE, Cisco, Palo Alto, Fortinet, or similar) and generating measurable pipeline results.

• In-depth knowledge of HPE's go-to-market strategy, HPE Partner Ready, GreenLake, Aruba, and Pointnext Services.

• Strong executive presence at the VP/SVP level within HPE.

• Demonstrated capability to treat a partnership as a revenue-generating P&L entity.

• Comfortable in a dynamic, fast-paced, early-stage environment.

• Preferred: direct experience with cybersecurity, SSPM, identity security, or SaaS security products.

• Preferred: previous experience working with or at a cybersecurity ISV that sells through HPE's channel.

• Preferred: understanding of co-sell mechanics, deal registration processes, and MDF management within HPE Partner Ready.

• Preferred: experience utilizing Salesforce, Crossbeam, or PRM platforms.

• Preferred: established senior-level relationships within HPE's North American field organization.

🏝️ Benefits

• Comprehensive health benefits including medical, dental, and vision coverage.

• Competitive salary with performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work environment with remote work options.

• Generous paid time off policy and holiday schedule.