Director of Technical Alliance Partners

Our client is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Copilot that automates important tasks and empowers your team to deliver the requisite risk insights to management and the board in seconds. Their Copilot product navigates a proprietary cloud-native security data lake that consolidates legacy attempts at visibility and provides first-in-market speed, scale, and performance while reducing the cost of security analytics. Our client combines ETL, SIEM, XDR, SOAR, and the largest repository of global intelligence in one efficient platform. Protect and drive your business with better productivity and talent retention. Do more with less. Be Different.

Position Summary

The Director of Technical Alliance Partners is a driving force in the establishment, development, and execution of Integrations and Go-To-Market (GTM) strategy with the Technology Partners of our client. The Director will leverage their experience to develop to serve as a trusted technology advisor and interface to the Product Management team, Business Development, Engineering, and Sales – providing support and guidance that enables strategic partnership development, sales, and customer success. As a result, we are seeking a seasoned professional with a proven track record of developing and driving world-class partnerships, developing compelling joint offerings in conjunction with our technology integration partners, and identifying new routes to market in a revenue share model.

Responsibilities include defining and leading strategy, business planning, joint value propositions, and strategic initiatives to grow our clients pipeline, revenue, and market share. They will work within our client and within the partner’s organization to build trust, alignment, and accountability. This involves initiating, cultivating, and sustaining relationships with partner executives and sales leaders that result in a highly effective partnership delivering material impact to both the partner and Anomali.

What You’ll Do

• You will contribute to our clients Sales strategy, working with their sales executives on how to use strategic alliances to deliver longer-term offerings and solution sales

• You will engage partner executives to develop and drive unique routes to market for our client

• Establish and implement processes, criteria, and controls for the selection, management, and performance of their Alliances and Partners
• Participate in our clients product strategy and its alignment with demonstrating strategic alliance partners as a RTM
• Lead on behalf of the team in our clients Partner marketing and demand generation activities

Provide leadership in driving:

• Executive-level relationship management
• GTM Strategies
• Integration Concept Documents and Joint Value Propositions
• Pipeline development

Minimum Qualifications

• 8+ years of related experience in security software sales with alliances leadership experience
• Prior experience partnering with Independent Software Vendors (ISVs)
• Proven track record of success in meeting and exceeding quotas, driving revenue via direct and partner-influenced opportunities
• Proven ability to develop and execute a strategy involving multiple stakeholders
• Bachelor's or Masters degree

Preferred Qualifications

• You must desire to learn and adapt. You want to continuously learn about businesses and innovative technologies
• Experience interacting cross-functionally in a matrix-oriented environment (including but not limited to sales, services, product, customer success, marketing, and operations)
• A track record of managing complex, revenue-generating relationships
• Technical aptitude in Threat Intel/SIEM/SOAR would create unique differentiation
• Ability to identify ways to develop and execute a strategy successfully
• Negotiation, influencing, collaboration, and conflict resolution skills
• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
• Excellent judgment and creative problem-solving/critical thinking skills
• Self-motivated with a strong propensity for action, results, and continuous improvement
• Thrives in a collaborative environment and has a strong ability to be flexible in work approach based on business needs
• Strong executive presence and polish - lead from the front, inspire and motivate others
• You thrive in a dynamic, fast-growing, rapidly changing environment while being able to work remotely with other members of your team and corporate

Equal Opportunities Monitoring

It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.