Director, Business Development & Cloud Alliances - AWS

Join a fast-growing company where innovation meets opportunity! We’re looking for builders and problem solvers - people who are passionate about creating new products, expanding markets, launching programs, and driving both personal and company growth. If you’re ready to be part of one of the top teams in the cybersecurity industry, read on.

ExtraHop is recognized as a leader in enterprise features by Forrester Research, with the Q2 2023 Forrester Wave Report highlighting our customer relationships built on mutual trust and a commitment to enablement. As the Director of Business Development & Cloud Alliances, you will spearhead our strategic partnerships with AWS, Google, and Microsoft, driving growth and collaboration across these platforms. 

Do you have the vision and drive to lead in alliances? Let’s build the future together.

Key Responsibilities

• Build, own, and drive the Co-Sell and Marketplace investment strategies and goals in the Hybrid Cloud Security market space, aligning with ExtraHop’s objectives.
• Define the annual business plan, focusing on high-impact relationships and how to leverage them for strategic value. Collaborate cross-functionally where needed to maximize the impact of alliance initiatives. 
• Identify, and collaborate with other alliance security teams or ISVs on joint go-to-market activities and programs.
• Lead the development and execution of Sales Play Cards, solutions briefs, joint positioning, and go-to-market plans, managing them from concept through to lifecycle management. 
• Drive measurable pipeline revenue through joint co-selling, go-to-market activities, resale, and OEM sales.
• Expand joint selling opportunities through security alliance field sales and their channel partners.
• Maintain strong, interactive relationships with channel partners to ensure alignment on ongoing initiatives.
• Keep Executive Leadership informed on key partner news, developments, and emerging technologies in the security space.
• Define and execute a yearly plan, including regular QBRs with partners.
• Adopt a start-up mentality, demonstrating a hands-on approach to drive the field execution in detail and achieve positive results.

Required Qualifications

• Bachelor’s degree required in business administration, marketing, computer science, IT, or engineering; MBA preferred.
• 10+ years of experience, with a minimum of five years in leadership roles, working with Cloud Service Providers (AWS, Google, Microsoft) in channel or partner development within the security market, with demonstrated success driving positive revenue growth through alliance development.
• Proven track record in developing go-to-market (GTM) programs and expanding strategic relationships with leading cloud service providers (AWS, Google, Azure).
• Strong understanding of the security market, including CIOs and CISOs, as well as, knowledge of IT architectures, data center operations, and cloud services across key segments (e.g., Cloud, IT Operations Management, BI, Orchestration, Application Delivery Networking, Security etc.).
• Ability to identify and understand joint market opportunities, recognize alliance partner gaps that ExtraHop fills in the Security space, and clearly  communicate the value to partner and customers
• Demonstrated ability to work cross-functionally to define strategy and drive the execution of new alliance initiatives
• Verifiable success in building and managing revenue-generating relationships with leading technology companies
• Experience defining, implementing, and executing comprehensive GTM activities
• Ability to effectively lead cross-functional teams.
• Highly self-motivated, results-oriented, and organized person with strong leadership skills.
• Exceptional written and verbal communication skills, with the ability to engage both executive-level audiences and technical end-users. 
• Consultative sales approach with a problem-solving mindset, excellent attention to detail, and strong follow-through. 
• Willingness to travel domestically and internationally.

$177,700- $240,086 + bonus + benefits

Applicants must be authorized to work for ANY employer in the U.S.  

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