Senior Alliance Manager, Cybersecurity

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

📋 Description

• Take ownership of and expand a portfolio of strategic alliances within the email security and broader cybersecurity landscape.

• Develop and manage comprehensive alliance strategies that encompass co-development, co-marketing, and co-selling initiatives.

• Formulate joint business plans with specific targets for sourced pipeline and bookings.

• Strategically allocate time and resources among the partner portfolio based on revenue potential and overall strategic significance.

• Conduct account mapping alongside partner sales teams to pinpoint shared customers, prospects, and opportunities for expansion or displacement.

• Identify, qualify, and register co-sell opportunities, directing them to Valimail sales representatives.

• Create and implement partner enablement programs, which include training, sales strategies, playbooks, and certification processes.

• Initiate joint campaigns and go-to-market strategies aimed at generating new pipeline.

• Provide support for co-sold transactions from initial discussions through to closure, including procurement and marketplace processes.

• Address partner-related deal challenges and escalations effectively.

• Report on alliance health, bookings, pipeline status, activity levels, engagement metrics, risks, and mitigation strategies to senior management.

• Identify and address cross-departmental support deficiencies across sales, marketing, product development, customer success, and legal teams.

• Relay partner feedback to product and marketing teams to influence the roadmap, integrations, and messaging strategies.

• Collaborate with DigiCert’s alliance, channel, and field teams to enhance partner relationships.

• Develop integrated offerings between Valimail and DigiCert along with collaborative go-to-market strategies.

⛳️ Requirements

• Exceptional ability to cultivate trusted relationships with partner sales teams.

• Known for reliability, consistently following through on commitments and completing tasks without needing reminders.

• Highly organized and structured, possessing a clear strategy for your portfolio, maintaining an up-to-date CRM, and delivering accurate forecasts.

• Demonstrates executive presence and business acumen, with the confidence to present account health and strategic recommendations to senior leaders both internally and among partners.

• Proven capacity to influence others without formal authority across sales, marketing, product, and partner organizations.

• Established track record of generating bookings through partner channels, including accountability for partner-sourced revenue.

• Experience managing the entire alliance process from start to finish: joint solution development, co-marketing, and co-selling.

• Hands-on familiarity with account mapping and co-sell programs.

• Strong understanding of the email security and cybersecurity sectors.

• Knowledge of email authentication methods (DMARC, SPF, DKIM) is a significant advantage.

• Existing connections with email security vendors is beneficial.

• Experience with cloud marketplace transactions and private offers is a plus.

• Background in a matrixed or post-acquisition organization is advantageous.

🏝️ Benefits

• Competitive salary along with comprehensive health, dental, and vision insurance.

• Retirement savings plans with company matching (401(k) or RRSP).

• Generous paid time off, including holiday and vacation allowances.

• Paid parental leave and family support benefits.

• Life and disability insurance coverage.

• Flexible spending accounts and health savings options (where applicable).

• Support for health and wellness initiatives, including gym reimbursement and wellness programs.

• Employee Assistance Program offering 24/7 confidential support for employees and their families.

• Education assistance and opportunities for professional development.

• Access to LinkedIn Learning and other continuous learning resources.

• Employee referral bonus program alongside various company perks and discounts.

• Internal rewards and recognition platform (Motivosity).

• Coverage for business travel insurance and global employee support programs.