Strategic Alliances Director

Cyera•San Francisco, CA

13d•$150,000 - $250,000•Remote

About The Position

We’re looking for a passionate and collaborative Strategic Alliances Director to shape how Cyera brings joint solutions to market with our most strategic partners - across cloud, identity, data, and AI. You will collaborate with the product, marketing and GTM teams to create or enhance solutions, develop effective collateral and enable GTM teaming on demand gen and sales. Success will be measured with a focus on revenue, market share gains, and overall competitiveness. The ideal candidate has a sales farmer mentality to understand and optimally manage partnerships, coupled with strategic business acumen to identify, prioritize, and develop the right partnerships with the right sales plays to enable Cyera growth while making our customers successful. The individual should be an execution-focused team player that displays maturity, commands trust and inspires confidence; with excellent people and technical skills and the ability to thrive in a dynamic, competitive environment where multi-tasking is the norm.

Requirements

Bachelor's Degree required in Computer Science or related discipline, and MBA highly desired. If an undergraduate degree is not technical, an MBA is required.
Must have 8+ years demonstrated experience in strategic business development, technology alliances, product management/marketing, technical/solution marketing or technical sales enablement role at Software and/or SaaS technology provider. Mix of start-up and public company experience preferred.
Must have 5+ years of experience in managing technology alliances and partner ecosystem, with demonstrable joint go-to-market execution impact at scale via sell-with models.
Strong technical acumen, either in the Cybersecurity or Data industries. Experience working with Snowflake, ServiceNow and/or driving GTM of technology integrations for Cloud/Data/AI security is a strong plus.
Data driven with strong analytical skills to constantly measure KPIs. Ability to forecast co-sell motion alliance revenue, with strong Salesforce.com skills.
Ability to work independently, establish priorities and demonstrate good judgment. Smart, analytical (with attention to details), creative, driven and with a get-it-done attitude that thrives in a fast moving environment.
Highly collaborative, with proven ability to drive cross-functional alignment and influence without authority, both internally and with partner stakeholders.
Strong writing and presentation skills. Actively listens and communicates well with others with an ability to communicate and influence both an executive and technical executive audience interchangeably. Able to distill complex concepts into clear, customer-centric narratives.

Responsibilities

Incubate and scale a set of strategic partners, including cloud providers, security ISVs, data platforms, and AI platforms; orchestrate new differentiated integrations, marketing and GTM initiatives that drive unique value for joint customers, and source or influence new customer engagements.
Understand the partners’ business objectives, go-to-market approach, and channel and use this insight to build and execute alliance strategy and sales plays focused on new sales and customer engagements.
Understand who the key decision makers and influencers are at the partners, find areas for highest impact new business to both parties, and drive execution with the partner across functions - sales, marketing, and product. Develop and maintain relationships with key senior, mid-level and line-level relationships to influence and gain preference for Cyera.
Strategize impactful sales plays and work with Product and Solution Architecture teams to prioritize integration or solution opportunities to pursue them; Collaborate with product marketing to define messaging, create sales and marketing collateral; Collaborate with partner marketing to plan co-marketing and DG campaigns, and with alliance sales to plan co-sell motions for sourcing and accelerating pipeline.
Define and manage cross-functional alliance plans across co-build, co-market, and co-sell. Govern the performance of alliances, measuring key metrics, and identifying areas for improvement or optimization. Lead the negotiation of alliance agreements, ensuring favorable terms and conditions for Cyera.
Translate activity into the accomplishment, and act as a good steward of Cyera resources to ensure effective use. Represent the voice of the customer and partner in cross-functional discussions.