Technology Alliances Manager

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

📋 Description

• Take ownership of the technology partner map: identify which partners to prioritize, the sequence of engagement, and the desired outcomes; enhance successful initiatives and discontinue ineffective ones.

• Oversee the complete AWS strategy: manage the Marketplace listings and private offers, establish co-sell pipelines, achieve program and competency milestones, and collaborate on joint content with AWS field and specialist teams.

• Establish and negotiate collaborations with leading security platforms: create agreements, integration roadmaps, marketplace listings, and compelling co-marketing assets (such as solution briefs, reference architectures, and joint demonstrations) that the sales team can effectively utilize.

• Lead the integration process from initial scoping through to launch in collaboration with product and engineering teams on both sides, ensuring each launch comes with a go-to-market strategy rather than just documentation.

• Transform partnerships into revenue streams: engage in joint account mapping, manage co-sell registrations, facilitate warm introductions, leverage marketing development funds (MDF), and organize partner events (such as RSA, re:Invent, Fal.Con, Black Hat), while tracking alliance-sourced and alliance-influenced pipeline.

• Incorporate partner and market insights back into the product roadmap and positioning strategies.

⛳️ Requirements

• A minimum of 5 years of experience in technology alliances, partnerships, or business development within a cybersecurity or enterprise infrastructure organization.

• Proven track record of developing at least one partnership from the ground up, with quantifiable results detailing what it sourced, influenced, or unlocked.

• Practical experience with hyperscalers: familiarity with listing and transacting on cloud marketplaces, participation in programs like AWS ISV Accelerate, and understanding the dynamics of co-selling and partner funding.

• Deep knowledge of the security ecosystem: familiarity with major platforms in EDR/XDR, SIEM, identity, and data pipelines, including their interoperability and the optimization goals of their partner organizations.

• Versatile skill set: technical enough to collaboratively design integrations with partner engineers, commercially savvy to negotiate agreements, and credible in discussions with partner executives.

• Ability to navigate coopetition: adept at managing relationships with key partners who may also offer competing products, while still finding ways to create synergistic collaborations.

• Comfort with ambiguity, capability to build from the ground up, and agility to move quickly without losing sight of important details.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work environment with remote work options.

• Engaging company culture with team-building activities and events.