Alliances Manager

3 weeks ago

mumbai, India Embee Software Pvt. Ltd. Full time
About the job
Embee is hiring
If you want to be part of global organization in India where your ideas are heard and innovation and collaborative spaces are fundamental pillar, we are here for you.
Embee’s story is one of change. We grew, expanded, and adapted, learning more at each step. Now effecting change is at the heart of everything we do. And that doesn't just apply to our customers, it’s how we feel about everyone who works with us.
Our priority is to make sure that the people who work with us have the space to create ideas, the confidence to share them, and the resources and support to take them through to reality.
About 30 + years we help companies make the right changes to ensure their success in digital transformation by providing end-to-end technology solutions including infrastructure, cloud, virtualization, collaboration, security, mobility and data center. We have quite broad geographical presence – more than 55 countries across 95 cities. Besides recently we have had IPO experience so you could easily find our results – for instance, our revenue is 2.5 billion now.
We’re looking for a Cyber Security Alliance Manager role , who will be part of our Sales Team in India.
Overview:
As a Cyber Security Alliance Manager for a cyber security reseller, you will be responsible for establishing and managing strategic partnerships and alliances with various cyber security vendors. Your primary objective will be to enhance the reseller's portfolio by identifying, cultivating, and maintaining relationships with key stakeholders in the cyber security industry. You will work closely with internal sales, marketing, and product teams to drive revenue growth and market penetration through these alliances.
Key Responsibilities:
Strategic Partnership Development : Identify, evaluate, and establish strategic partnerships and alliances with cyber security vendors that align with the reseller's business objectives and market demands.
Relationship Management : Cultivate and maintain strong relationships with key stakeholders in the OEM’s alliances to foster collaboration to ensure mutual success.
Negotiation and Contracting : Lead negotiations with vendors to secure favorable terms and conditions for partnership agreements, including pricing, discounts, and incentives.
Portfolio Management : Continuously assess the reseller's cyber security product portfolio to identify gaps and opportunities for expansion or optimization.
Market Analysis: Stay abreast of industry trends, competitive landscape, and emerging technologies to inform strategic decision-making and identify potential partnership opportunities.
Sales Enablement : Collaborate with sales teams to develop sales strategies and collateral that effectively promote and sell cyber security solutions from partner vendors.
Marketing Support: Work closely with marketing teams to develop joint marketing campaigns, events, and promotional activities to generate demand and increase brand visibility for partner solutions.
OEM wise Performance: Tracking and Reporting: Establish key performance indicators (KPIs) to measure the success of alliance partnerships and regularly report on progress to internal stakeholders.
Training and Enablement : Coordinate with Alliances to provide training and enablement resources to internal teams to ensure they are knowledgeable about partner offerings and equipped to effectively sell and support them.
Compliance and Governance : Ensure compliance with contractual obligations and partner program requirements, including licensing, certification, and training standards.
Qualifications:
Bachelor's degree in Business Administration, Marketing, Computer Science, or related field; MBA or advanced degree preferred.
Proven track record of success in partnership or alliance management, preferably in the cyber security industry.
Strong understanding of cyber security technologies, products, and market trends.
Exceptional interpersonal, negotiation, and communication skills.
Ability to think strategically and execute tactically in a fast-paced, dynamic environment.
Demonstrated ability to collaborate cross-functionally and influence stakeholders at all levels of the organization.
Proficiency in CRM software, Microsoft Office Suite, and other relevant business tools.
Relevant certifications (e.g., Certified Information Systems Security Professional (CISSP), Certified Information Security Manager (CISM)) a plus.

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