Partner and Alliance Manager/Director

Accountabilities: Build, manage, and expand strategic relationships with technology partners across value-added resellers, channel organizations, distributors, OEMs, telecommunications providers, MSSPs, and technology alliances. Develop joint business development strategies aligned with regional sales objectives, market opportunities, and broader growth goals. Create and execute joint go-to-market plans with internal teams and external partners to increase revenue, market share, pipeline, and customer reach. Partner closely with direct sales teams to identify opportunities, influence deal cycles, drive co-selling, and maximize partner contribution throughout the sales process. Enable partners and sales teams with the training, resources, messaging, and tools required to effectively position and sell enterprise cybersecurity solutions. Deliver compelling sales presentations and software demonstrations to partners, prospects, and other stakeholders when required. Own partner-sourced revenue targets and track performance against defined pipeline, sales, and growth metrics. Manage the day-to-day execution of partner initiatives, ensuring partners remain engaged, supported, and aligned with shared objectives. Lead partner negotiations, including agreements, commercial terms, mutual commitments, performance expectations, and key performance indicators. Monitor technology, cybersecurity, competitive, and market trends to identify new partnership opportunities and refine partner strategies. Coordinate partner-focused events, enablement programs, training initiatives, and joint marketing activities. Maintain strong executive-level relationships and act as a strategic point of contact for key partners. Travel regularly to support in-person partner engagement, with travel expected to represent up to 50% of the role. Requirements: 5+ years of experience in technology sales, business development, channel management, strategic partnerships, or alliance management. Demonstrated success building and managing complex technology partnerships and alliances, ideally within the cybersecurity industry. Proven track record of meeting or exceeding sales and revenue targets through partner-led or partner-influenced channels. Strong understanding of enterprise software, cloud solutions, cybersecurity, or emerging technology markets. Experience working with major technology partner ecosystems, including OEMs, VARs, ISVs, MSSPs, distributors, telcos, or similar organizations. Exceptional communication, negotiation, presentation, and relationship-building skills. Strong executive presence and the ability to build credibility with senior stakeholders and strategic partners. Ability to influence cross-functional teams and drive execution in a matrixed, fast-paced environment. Strong strategic thinking combined with a hands-on, results-oriented approach to go-to-market execution. Ability to identify opportunities, develop actionable plans, manage multiple priorities, and consistently follow through. Willingness and ability to travel up to 50% of the time for partner-facing activities. Candidates located in the United States are eligible, with preference for those based in the San Francisco Bay Area, Boston, or New York City . Benefits: Fully remote position within the United States. High-impact role with significant visibility across sales, technology, marketing, and partner ecosystems. Opportunity to influence regional growth strategy and build relationships with major technology and cybersecurity organizations. Quota-carrying position with direct impact on revenue and business growth. Exposure to enterprise cybersecurity, emerging technologies, and strategic technology alliances. Opportunity to work cross-functionally with sales, marketing, product, and business development teams. Frequent engagement with senior executives and strategic partners. Travel opportunities of up to 50% for in-person partner engagement and industry activities. Opportunity to contribute to joint events, training initiatives, go-to-market programs, and ecosystem development. Inclusive, equal-opportunity working environment focused on professional impact and collaboration.