Director Alliances

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CyberSentry Search is helping a rapidly growing application security company build out their sales force. The Mountain View-based company delivers simple and intuitive application security solutions for hybrid cloud environments.

Specifically, the company is hiring a Director of Alliances to accelerate growth and add value to the company’s existing products and services through strategic partnerships. The Director should be goal-driven and skilled in negotiating agreements.

 YOUR MISSION:

  • Assume full responsibility for the channel contribution to the annual operating plan for new business through prospecting, acquiring, and developing strategic partnerships
  • Define and develop requirements for both technology and channel partner programs
  • establish, implement and successfully execute the partnership strategy with internal and external channels
  • Maintain and grow relationships with current partners by ensuring terms and deliverables are met with existing and new commercial agreements.
  • Identify and recruit new alliance partners in key markets to support strategic corporate initiatives
  • Maintain alliances pipeline and forecast. Serve as point of contact between partners and the management team
  • Effectively communicate solutions and the possible joint value proposition
  • Develop joint business and go-to-market plans; Develop internal programs to support partners; Forecast pipeline and revenue potential; Coordinate related leads and follow through with sales team
  • Assist in the negotiation of the contracts and the deal mechanics
  • Coordinate and conduct sales training for partner onboarding
  • Assist Partners in broadening their product expertise and sales opportunities

WHAT WE’RE LOOKING FOR:

  • A proven track record in business development and alliances
  • Superior communication and presentation skills
  • Experience with partner contract negotiations
  • The ability to travel
  • Strong organization and analytical skills to manage multiple competing priorities and projects with attention to detail
  • Demonstrated ability to learn and to apply technical information quickly
  • Ability to work in a fast paced and collaborative office and team environment
  • Someone passionate about sales and the Cybersecurity space

WHAT’S IN IT FOR YOU:

  • Competitive salary, pre-IPO stock options, and flexible PTO
  • Great culture and team spirit
  • 401K, full benefits (health/dental/vision), plus medical and dependent FSA
  • Pre-tax public transportation benefit
  • Weekly catered lunches & dinners
  • Fully stocked break room with unlimited drinks and snacks
  • Onsite games and table sports for when you need a mini-break
  • Team outings and celebrations
  • An entrepreneurial, creative, and collaborative environment