Director - GSI Alliances

ColorTokens • Dallas, TX

3d

About The Position

ColorTokens specializes in advanced security solutions designed to safeguard organizations' assets and critical systems from cyber threats. Our flagship product, Xshield Enterprise Microsegmentation platform, empowers organizations to prevent initial compromises from escalating into damaging crises. By emphasizing proactive security measures, ColorTokens ensures comprehensive protection for critical workloads and data, enabling organizations to stay "breach ready."
With a clientele spanning some of the world's largest organizations, including prominent cancer research centers, cities, and national defense departments, ColorTokens serves industries handling sensitive information and subject to stringent regulatory requirements.
ColorTokens' cloud-delivered platform streamlines onboarding efforts and reduces maintenance costs for organizations. Providing pervasive protection, their platform covers data center servers, legacy systems, cloud workloads, containers, and operational technology (OT) and Internet of Things (IoT) devices.
The company's recognition as a Strong Performer in the Forrester New Wave™: Microsegmentation report solidifies ColorTokens' reputation as a trusted provider of microsegmentation solutions for organizations seeking to enhance their security posture.
We are seeking a dynamic and results-driven individual to join our Alliance team to grow and accelerate our GSI business. You will be responsible for developing and nurturing relationships with large GSI and consulting partners to drive joint business initiatives and expand our market presence.
This role will report to the VP of Partnerships and Customer Experience.

Requirements

• Minimum of 10 years of experience in alliance management role in the cybersecurity industry.
• Deep understanding of nuances of driving success with I6 / TWITCH and other larger GSIs such as Accenture, Deloitte, NTT, and Kyndryl.
• Proven track record of successfully developing and managing strategic partnerships with leading technology companies or system integrators.
• Strong understanding of cybersecurity technologies, market trends, and customer needs.
• Excellent communication, negotiation, and interpersonal skills, with the ability to influence and collaborate effectively with internal and external stakeholders.
• Strategic thinker with the ability to develop and execute joint business plans that drive measurable business results.
• Results-oriented with a focus on driving revenue growth and achieving business objectives.
• Ability to thrive in a fast-paced and dynamic environment, with a high degree of adaptability and resilience.
• Willingness to travel up to 50% to meet business goals.

Responsibilities

• Strategic Partnership Development: Develop and maintain strategic partnerships with alliance partners.
• Relationship Management: Build and nurture strong relationships with key stakeholders at alliance partner organizations, including executives, sales teams, delivery, and practice teams.
• Joint Business Planning: Collaborate with alliance partners to develop joint business plans that align with our company's objectives and drive mutual business growth.
• Go-to-Market Strategy: Work closely with alliance partners to define and execute go-to-market strategies for joint solutions, including product bundling, co-marketing campaigns, and joint sales initiatives.
• Sales Enablement: Provide sales teams at alliance partners with the necessary training, resources, and support to effectively position and sell our cybersecurity solutions.
• Pipeline Development: Drive pipeline generation through alliance partners by identifying and pursuing joint sales opportunities, leveraging partner networks and customer relationships.
• Performance Monitoring: Track and analyze key performance metrics related to alliance partnerships, including revenue growth, deal velocity, and customer satisfaction, and take corrective actions as needed.
• Cross-Functional Collaboration: Collaborate with internal teams including sales, marketing, product management, and technical teams to ensure alignment and support for alliance partner initiatives.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging technologies in the cybersecurity space to identify new partnership opportunities and drive innovation.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed