Alliance Manager - Application Security

The Position

We are looking for an experienced technology alliance manager to establish, nurture, and improve the integration and OEM-in partnerships upon which the Application Security Business unit relies. 

Cybersecurity experience is required to identify and prioritize prospective partners compatible with the requirements of the Application Security Business Unit Leadership. You should have a combination of hands-on experience, a collaborative spirit, and a willingness to learn.

The position can be remote, but preference will be given to candidates willing to work onsite from one of the following office locations -- Tampa, FL; San Francisco, CA -- where the bulk of the business unit staff are located. 

What You Will Be Doing

• Take ownership of technology alliances which the Application Security Business Unit relies to achieve its business objectives.
• Understand alliance partners’ business objectives, go-to-market approach, and channel and use this insight to build and execute partnership strategies compatible with goals of the Application Security Business Unit leadership.
• Influence key senior, mid-level, and line-level relationships at alliance partners to grow credibility and gain preference for working with OPSWAT.​
• Develop, establish, manage, and improve OPSWAT’s relationships with technology partners of the Application Security business unit.
• Collaborate with Application Security Business unit leadership including line product managers and product marketing managers to define objectives and priorities requiring the engagement and cooperation of technology alliance partners.
• Collaborate with other OPSWAT teams (Legal, Security Compliance, Finance, Revenue Operations, Revenue and Corporate Marketing, Sales Operations and Field Sales, etc.) supporting the Application Security business to develop partnering plans, success tracking tools, and deliver against objectives.
• Drive monthly and quarterly progress towards strategic goals within the Application Security Business Unit.​
• Grow new revenues by identifying key stakeholders to build relationships and credibility within our existing and new partners.​
• Work with marketing to design and implement marketing programs to achieve business goals.​

What We Need From You

•  4+ years of Technology Alliance management experience in one or more of the following industries – antimalware (e.g. CrowdStrike), managed file transfer (MFT) (e.g. Progress), web application and secure web gateways (e.g. F5), cloud or on-prem storage (e.g. Dell Esilon), software development tools (e.g. Jenkins) or web services (e.g. AWS).
• Excellent written and oral communication/presentation skills, including the ability to create and deliver effective presentations with high attention to detail.
• Knowledge of technologies and analytic aptitude in understanding industry trends and dynamics in cyber security, networking, storage, software build of materials or cloud infrastructure industries.
• Must be a self-starter who truly enjoys working in a fast-paced software startup like environment.
• Ability to build end-to-end plans and manage execution across cross-functional teams.
• Strong interpersonal and collaboration skills and experience in collaborating with the multiregional product management and product marketing teams within the business unit.

We have a market-based pay structure which varies by location. The base pay for this position is dependent on location as outlined below, as well as the knowledge, skills, and experience of the candidate. In addition to base pay, this role is eligible for bonus and benefits, and eligible for equity.

Base Pay Range: San Francisco Bay Area - $158,000 - $190,000.