Associate Director – Cyber Alliance Relationship

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Implement the Cyber alliance strategy, objectives, annual business goals, and go-to-market initiatives.

• Oversee the joint sales pipeline and lead campaigns to create new business opportunities.

• Ensure sales discipline, maintain account engagement, and track opportunities effectively.

• Formulate target account strategies in collaboration with go-to-market, alliance, sector, solution, and account leaders.

• Craft alliance messaging and establish compelling value propositions.

• Foster senior-level relationships and manage program execution.

• Promote governance, accountability, and outcomes driven by alliances across service lines, sectors, accounts, regions, and partners.

• Conduct U.S. business reviews and address issues with actionable recommendations.

• Oversee partner program approvals and ensure compliance.

• Implement Cyber partner programs, conduct awareness sessions, and fulfill program obligations.

• Provide financial reporting, impact assessments, sales insights, and performance analytics.

• Collaborate on marketing messaging, materials, campaigns, events, and enablement resources.

• Manage the creation of demos, technical resources, and sales enablement documents.

• Offer pre-sales support for significant deals and nurture target accounts.

• Share content, insights, market knowledge, and best practices within the Global Alliance and Ecosystem Relationship network.

⛳️ Requirements

• Minimum of 10 years of relevant experience, including alliance management, business development, technology, cybersecurity, or professional services.

• Proficiency in managing relationship management, governance oversight, marketing strategies, contract management, financial oversight, content management, operational support, and compliance tasks.

• Strong grasp of cybersecurity technologies, alliance partner solutions, and pertinent products and services from alliance partners.

• Proven experience in managing sales processes, developing pipelines, activating accounts, and running revenue-generating campaigns.

• Experience in cultivating and sustaining alliance relationships across intricate stakeholder groups.

• Exceptional networking and influence management abilities.

• Outstanding organizational and project management skills.

• Proven success in driving alliance sales and revenue growth.

• Capability to analyze performance data, financial reports, market trends, and field feedback into actionable insights.

• Experience with cybersecurity alliance partners and joint go-to-market strategies (preferably).

• Familiarity with developing alliance business plans, governance structures, sales enablement, executive briefings, and business reviews (preferably).

• Comfort in engaging with senior internal and external stakeholders (preferably).

• Ability to work independently while communicating progress, risks, and challenges effectively.

• Strong sales orientation, growth mindset, organizational capabilities, and multitasking abilities.

🏝️ Benefits

• Competitive total rewards package.

• Flexible working arrangements.

• Opportunities for career development and professional advancement.

• Medical and dental insurance coverage.

• Pension and 401(k) plans available.

• Flexible vacation policy.

• EY Paid Holidays.

• Winter and Summer breaks.

• Personal and Family Care leave.

• Additional leaves of absence.

• Reasonable accommodations for qualified individuals with disabilities.