Senior Alliances Manager

3 weeks ago

Mumbai, India People Equation Full time

Job Description - Senior Alliance Manager Cybersecurity

We're building more than a cybersecurity product — we're creating and leading the category of Continuous Automated Red Teaming (CART) and Automated Pen Testing. Our AI-based platform emulates real-world attacks across enterprise environments to proactively discover and prioritize exposures — before adversaries' strike.

Why This Role Matters:

We are creating and leading the Continuous Automated Red Teaming (CART) and Attack Surface Management (ASM) categories with our AI-native platform, already recognized by 40+ global analyst reports.

As Senior Alliance Manager, you will own the development and growth of client's partner ecosystem—including MSSPs, VARs, distributors, GSIs, and strategic alliances. Your mission will be to build strong, revenue-driving partnerships that scale indirect sales into a core growth engine. This is a high-impact role for a self-sufficient leader who can identify opportunities, take ownership, and drive results without waiting for direction.

What You'll Do:

  • Develop and execute an Alliance sales strategy to drive revenue through partners in targeted geographies and verticals.
  • Identify, recruit, and onboard new Alliance partners (MSSPs, VARs, GSIs, and technology alliances).
  • Manage and strengthen relationships with existing partners to ensure alignment with client's growth objectives.
  • Build and execute partner enablement programs—training, playbooks, joint marketing campaigns, and technical certifications.
  • Collaborate with the sales team to align direct and Alliance go-to-market strategies.
  • Partner with marketing to design and execute joint demand generation campaigns to fuel partner pipeline.
  • Negotiate partner agreements and ensure compliance with contractual obligations.
  • Track and report partner performance metrics—pipeline contribution, deal registration, win rates, and revenue targets.
  • Represent client at partner events, industry conferences, and joint customer engagements.
  • Stay on top of market trends, competitor Alliance strategies, and evolving partner business models.

Skills and Experience:

  • 7–12 years of alliance sales or alliance management experience, with at least 5 years in cybersecurity/SaaS.
  • Proven track record of building and scaling partner ecosystems in enterprise technology.
  • Experience managing MSSPs, GSIs, VARs, and distributor relationships.
  • Established network of partners in target markets.
  • Strong understanding of cybersecurity sales cycles, partner compensation models, and go-to-market dynamics.
  • Excellent executive relationship-building skills (both external partners and internal stakeholders).
  • Strong negotiation and contract management expertise.
  • Ability to work cross-functionally with sales, marketing, product, and technical teams.
  • Proficiency with CRM systems (Salesforce preferred) and partner management tools.

Nice-to-Have:

  • Experience with AI-driven security solutions.
  • Prior experience in a startup or high-growth environment.

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