Senior Alliance Manager Cybersecurity
2 weeks ago
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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