Senior Alliance Manager Cybersecurity

3 days ago

Bengaluru Mumbai, India Firecompass Full time ₹ 15,00,000 - ₹ 25,00,000 per year

Please note years of alliance sales or alliance management experience, with at least 5 years in cybersecurity/SaaS sector.

What Youll Do:

  • Develop and execute a strategic alliance sales plan to drive revenue through partners in targeted geographies and industry verticals.
  • Identify, recruit, and onboard new alliance partners, including MSSPs, VARs, GSIs, and technology partners.
  • Manage and strengthen existing partner relationships to align with FireCompass's growth goals.
  • Build and implement partner enablement programs such as training sessions, playbooks, joint marketing campaigns, and technical certifications.
  • Work closely with the direct sales team to align alliance and direct go-to-market strategies.
  • Collaborate with marketing to design and launch joint demand generation initiatives that build a strong partner pipeline.
  • Negotiate partnership agreements and ensure contractual compliance across all engagements.
  • Monitor, analyze, and report on partner performance metrics including pipeline contribution, deal registration, win rates, and revenue impact.
  • Represent FireCompass at industry conferences, partner events, and joint customer engagements.
  • Stay informed on market trends, competitive alliances, and evolving partner business models to ensure a proactive strategy.

What We're Looking For

  • 7–12 years of experience in alliance sales or alliance/channel management, with at least 5 years in the cybersecurity or SaaS industry.
  • Demonstrated success in building and scaling partner ecosystems in enterprise technology environments.
  • Experience managing MSSP, GSI, VAR, and distributor relationships.
  • A well-established network of partners in target regions and verticals.
  • Deep understanding of cybersecurity sales cycles, partner business models, and GTM strategies.
  • Exceptional relationship-building skills, both externally with partners and internally across cross-functional teams.
  • Strong negotiation skills and experience managing contracts and agreements.
  • Ability to collaborate effectively with sales, marketing, product, and technical stakeholders.
  • Proficiency in CRM tools (Salesforce preferred) and partner management platforms.

Nice-to-Have Qualifications:

  • Experience working with AI-driven security solutions.
  • Background in a startup or high-growth technology company.

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