Senior Alliance Manager, Cybersecurity
About The Position
Valimail, a DigiCert company, is hiring a Senior Alliance Manager to own and grow strategic alliances across the email security and broader cybersecurity ecosystem. This individual contributor role focuses on generating and influencing pipeline. The manager develops partner strategies, enables partner teams, maps accounts, identifies co-sell opportunities, and supports co-sold deals through close. The role owns each partner relationship’s strategy and results across joint solution development, co-marketing, and co-selling, and provides leadership with updates on alliance performance and plans. The manager builds joint business plans, sets targets for sourced pipeline and bookings, and prioritizes time and resources across the partner portfolio. They coordinate account mapping, opportunity registration, partner enablement, campaigns, deal support, and cross-functional alignment. They also collaborate with DigiCert alliance, channel, and field teams to bring Valimail into DigiCert partner relationships and shape joint go-to-market approaches. Valimail is a leader in Email Authentication as a Service, using standards such as DMARC, DKIM, and SPF to help organizations protect against email impersonation and fraud. As part of DigiCert, it contributes to intelligent, automated trust across digital interactions.
Requirements
- Exceptional ability to build trusted relationships with partner sales teams.
- Reliable follow-through on commitments and ability to close the loop without reminders.
- Highly structured and organized, with a clear portfolio plan, current CRM, and accurate forecasts.
- Executive presence and business judgment, with confidence presenting account health and recommendations to senior leaders internally and at partner organizations.
- Proven ability to influence without authority across sales, marketing, product, and partner organizations.
- Track record of sourcing partner bookings, supported by results, including carrying a number on partner-sourced revenue.
- Experience running the full alliance motion end to end, including joint solution development, co-marketing, and co-selling.
- Hands-on experience with account mapping and co-sell programs.
- Solid knowledge of the email security and cybersecurity landscape.
Nice To Haves
- Familiarity with email authentication protocols DMARC, SPF, and DKIM.
- Existing relationships with email security vendors.
- Experience with cloud marketplace transactions and private offers.
- Experience working in a matrixed or post-acquisition organization.
Responsibilities
- Build and own the full alliance strategy for each partner, spanning integrations and joint solutions, co-marketing, and co-selling.
- Develop joint business plans with clear targets for sourced pipeline and bookings, and hold both parties accountable.
- Prioritize time and resources across the partner portfolio based on revenue potential and strategic value.
- Map accounts with partner sales teams to identify shared customers and prospects and opportunities to attach, expand, or displace.
- Find, qualify, and register co-sell opportunities, then connect them with the appropriate Valimail sellers.
- Design and deliver partner enablement, including training, sales plays, playbooks, and certifications.
- Launch joint campaigns and go-to-market plays to generate new pipeline.
- Support co-sold deals from initial conversation through close, aligning account teams, handling partner procurement and marketplace motions, and removing deal obstacles.
- Serve as the point person for partner-related deal issues and escalations.
- Report alliance health to senior leadership, including sourced bookings and pipeline, activity, engagement, risks, and plans to address them.
- Identify and address gaps in cross-functional support across sales, marketing, product, customer success, and legal.
- Bring partner feedback to product and marketing to inform roadmap, integrations, and messaging.
- Work with DigiCert alliance, channel, and field teams to connect Valimail and DigiCert partner relationships and offerings.
- Identify ways to package and position combined Valimail and DigiCert offerings for shared partners.
- Help shape joint Valimail and DigiCert go-to-market activity across the partner ecosystem.
Benefits
- Competitive compensation.
- Health, dental, and vision coverage.
- Retirement savings programs with company matching (401(k) or RRSP).
- Paid time off, including holidays and vacation.
- Paid parental leave and family support benefits.
- Life and disability coverage.
- Flexible spending and health savings options, where applicable.
- Health and wellness support, including gym reimbursement and wellness programs.
- Employee Assistance Program with confidential 24/7 support for employees and families.
- Education assistance and professional development opportunities.
- Access to LinkedIn Learning and continuous learning resources.
- Employee referral bonus program and company perks and discounts.
- Internal rewards and recognition platform (Motivosity).
- Business travel insurance and global employee support programs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
