Global Alliance Manager - Washington, United States - Contrast Security

Contrast Security

Verified Company

Washington, United States

3 weeks ago

Posted by:

Mark Lane

beBee recruiter

Description

Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report

Contrast recognized for its innovation in Runtime Security

About the Position
The Contrast Security team is seeking an energetic, self-driven enterprise software executive to help build and grow our System Integrator business

The Global Alliance Manager must possess deep alliance and industry knowledge, be able to influence key decision makers on the Contrast Security value proposition, and our joint ability to deliver long-term value for our mutual customers.

You will be responsible for increasing our footprint and revenue growth for Contrast Security solutions, establishing us as a trusted IT partner, and facilitating long-term, value-based relationships through direct engagement with decision-makers, strategic account plan development, and personalized, one-to-one marketing.

Responsibilities:

Develop and maintain excellent relationships with key executives to gain commitment to partnership (recruit)
Develop and execute global sales strategies and programs in coordination with partner practices and sales teams
Prepare various vertical market strategies to enhance growth potential
Manage and interpret partner business models (internal and GTM) and associate knowledge to discover new avenues to revenue within the partnership
Analyze partner solution requirements and develop solutions to build effective global gotomarket programs that monetize the solutions
Assist partner's global staff to design sales processes that generate profitable sales in both existing and new business accounts
Work closely with internal stakeholder teams to build positive relationships and a strong engagement between alliances, field sales teams, and CSM's
Ensure compliance with all management reporting requirements and monitor work according to company policies
Facilitate and measure results of programs executed globally through regular forecasting
Participate with Alliance partners in various industry events and conferences to enhance partnership engagement and growth in sales
Maintain and update knowledge on all new technology in business and participate in trainings and professional meetings
Documents all communication plans and processes and prepares reports to be submitted to senior management
Establish appropriate cadences to measure the business progress (QBR, etc.)

Qualifications:

University or Bachelor's degree; advanced degree or MBA preferred
Typically, 12+ years or more of selling experience at enduser account or partner level
5+ years of sales management and leadership experience working with partners and customers
Experience as a successful account/business manager, selling to CxO and decisionmaker level
Resultsdriven, selfsufficient, and selfmotivated individual with a strong commitment to sales excellence
Experience working with crossfunctional and highly matrixed teams across time zones and geographies
Deep understanding of the IT industry, competing vendors, and the channel ecosystem. Key elements include competitive positioning and business models
Understanding of Contrast's organization & operations and alignment with System Integrator's gotomarket strategies, market segmentation, key programs & initiatives
Able to communicate the strengths of the company's offerings relative to competition and overcome objections
Effectively sells company offerings by building strategic relationships with partner senior management, principals, and decision makers; aligning partner and company processes; and promoting company programs and offerings
Develop strategic plans with the partner to grow Contrast revenue and market share
Partners effectively with others in the account to ensure coordinated, efficient account management.
Ability to motivate partner's sales force
Coordinates and directs efforts across company sales teams
Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams
We are focused on building a diverse and inclusive workforce. If you're excited about this role but do not meet 100% of the qualifications listed above, we encourage you to apply._

What We Offer

Salary and Other Compensation

Benefits

Disclaimer
- #LI-MA007 #LI-remote

We are changing the world of software security. _Do it with us._**- We believe in what we do and are passionate about helping our customers secure their business.

If you're looking for a challenge and want to enjoy where you work, you'll love Contrast Security.

Contrast Security is committed to a diverse and inclusive workplace. We are an equalopportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are co