Associate Business Development Alliances Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Implement co-sell initiatives with key cloud and technology partners such as AWS, Google, and CrowdStrike.

• Oversee the co-sell opportunity workflows within AWS Partner Central/ACE and the Google partner portal.

• Coordinate joint account mapping and the progression of opportunities between ExtraHop account teams and partner field representatives.

• Cultivate and maintain relationships with partner field, channel, solutions engineering, and alliance teams.

• Identify and monitor marketplace-eligible opportunities, advancing them toward marketplace transactions.

• Act as the primary contact for Deal Ops within Alliances and follow up on marketplace deals.

• Provide education to sellers and partners regarding marketplace purchasing, cloud commitment drawdown, and marketplace procedures.

• Operationalize referral initiatives.

• Develop and document repeatable co-sell, referral, and marketplace playbooks and processes.

• Manage partner activation, onboarding checklists, first-deal playbooks, and track time-to-first-opportunity.

• Facilitate partner and seller enablement in collaboration with Marketing and Partner Solutions Architecture.

• Assist in organizing joint webinars, events, executive briefings, and customer workshops.

• Monitor and report on joint opportunities, pipeline, sourced and influenced revenue, marketplace-transacted bookings, and customer engagement.

• Ensure pipeline hygiene and maintain dashboards, providing regular reports to leadership.

• Prepare data and materials for partner business reviews.

• Work collaboratively with Sales, Sales Ops/RevOps, Deal Ops, Marketing, and Partner Solutions Architecture to streamline partner-led deals.

• Acquire a working knowledge of ExtraHop’s Network Detection and Response platform along with complementary partner platforms.

• Identify and rectify process gaps to enhance the scalability and efficiency of partner programs.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience.

• A minimum of 3 years of experience in alliances, partner operations, channel, or business development, including direct experience with a cloud marketplace (AWS or Google), co-sell, or referral programs.

• Demonstrated success in building relationships with partner field organizations and translating those relationships into measurable business results.

• Experience collaborating with cybersecurity technology vendors, channel partners, resellers, or systems integrators.

• Knowledge of enterprise cybersecurity technologies and the security operations market.

• Proven ability to create and implement joint go-to-market and co-selling strategies.

• Strong business acumen with an understanding of pipeline, revenue, and sales performance metrics.

• Excellent communication, presentation, relationship-building, and organizational capabilities.

• Ability to collaborate effectively with Sales, Deal Ops, Marketing, Product, Engineering, and other cross-functional teams.

• Capacity to thrive in a fast-paced environment and manage multiple strategic initiatives at once.

• Preferred: Familiarity with AWS and Google Cloud marketplace transactions, including private offers, CPPOs, and commitment drawdown.

• Preferred: Experience with cybersecurity technology platforms and related technologies such as Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations.

• Preferred: Established relationships with cybersecurity channel partners, resellers, and systems integrators.

• Preferred: Experience in developing referral, co-sell, marketplace, or other partner-led commercial programs.

• Preferred: Knowledge of Cloud 3PI, account-mapping, or other ecosystem-led growth and partner management tools.

• Preferred: Advanced skills in spreadsheets, pivot tables, and business reporting.

🏝️ Benefits

• Eligibility for an annual performance-based discretionary bonus.

• Stock option grants.

• Medical, dental, and vision coverage effective from Day 1.

• 401(k) with employer match or pension where applicable.

• Flexible Paid Time Off (PTO).

• Sick time prorated based on the date of hire.

• All federal holidays (US Only).

• Three days of paid volunteer time.

• Parental leave (US Only).

• FSA and dependent care accounts, where applicable.

• Employee Assistance Program (EAP), where applicable.

• Educational reimbursement.

• Pet insurance (US Only).

• Hybrid and remote work model.