Global Alliances and Distribution Manager

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

📋 Description

• Design and implement global alliance strategies aimed at achieving go-to-market (GTM) alignment, which includes partner selection, onboarding, and optimizing performance to meet shared revenue objectives.

• Facilitate collaborative GTM planning with partners, encompassing co-selling initiatives, sales enablement, demand generation activities, and market expansion efforts to advance Skyhigh Security's SSE, CASB, and data protection offerings.

• Build and sustain high-level relationships with key stakeholders within partner organizations, ensuring continuous engagement, resolution of issues, and alignment on business goals.

• Assess alliance performance through key performance indicators (KPIs) such as pipeline generation, deal closure rates, and revenue contributions; furnish regular reports and insights to senior leadership.

• Work closely with internal teams (including sales, marketing, product, and customer success) to embed alliance activities into overarching company strategies and guarantee smooth execution.

• Keep updated on industry trends in cybersecurity, cloud security, and AI-driven threats; pinpoint new alliance opportunities and competitive strategies to boost GTM efficiency.

• Manage alliance agreements, negotiations, and renewals, ensuring compliance and maximizing value for both parties involved.

• Represent Skyhigh Security at industry events, partner summits, and global meetings to enhance alliances and seek new collaboration opportunities (up to 30% travel may be necessary).

⛳️ Requirements

• 8–12+ years of progressive experience in channel sales, alliances, or partner development within the cybersecurity, cloud, or enterprise software sectors.

• Demonstrated success in establishing and scaling global distribution networks and technology alliances that yield substantial revenue contributions.

• Profound understanding of channel dynamics, including distributors, VARs, MSPs, system integrators, and technology partners in the security/SSE markets.

• Experience in designing partner programs, including incentives, tiering structures, and enablement (training, certification, deal registration, co-selling).

• Excellent negotiation, relationship management, and executive communication skills; capacity to influence C-level executives both with partners and internally.

• Familiarity with Security Service Edge (SSE), Zero Trust, CASB, DLP, SWG, ZTNA, or related technologies is highly desirable.

• Willingness to travel internationally (up to 25–30%) for partner meetings, events, and strategic discussions.

🏝️ Benefits

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement