- Define and execute Anvilogic's alliances strategy across cloud, cybersecurity, data platforms (Snowflake/Databricks), SIs, MSSPs, and channel partners.
- Identify priority partners and build a multi-year roadmap to grow routes-to-market and technical integrations.
- Drive partner-sourced and partner-influenced pipeline through joint GTM plans, co-selling motions, and field enablement.
- Establish targets, reporting, and partner performance reviews aligned to company ARR goals.
- Launch co-marketing campaigns, webinars, field events, and content with partners to build awareness and demand.
- Collaborate with Marketing and Sales Enablement to develop partner playbooks and messaging.
- Work with Product and Engineering to scope, prioritize, and deliver partner integrations and solution accelerators.
- Translate partner/customer needs into clear product feedback and business cases.
- Create partner onboarding, training, certification, and sales enablement programs.
- Equip partner sellers and SEs with solution narratives, demo flows, and competitive positioning.
- Build repeatable processes for deal registration, joint account planning, MDF usage, partner QBRs, and contract frameworks.
- Maintain accurate partner forecasting and CRM hygiene.
- 8–12 years of relevant experience in alliances, partnerships, business development, or strategic GTM roles within cybersecurity, data platforms, cloud, or related enterprise SaaS.
- Cybersecurity domain expertise with strong understanding of SIEM/SOAR, SOC workflows, threat detection/hunting, security data lakes, MDR/MSSP models, or adjacent areas.
- Hands‑on experience building partnerships in data ecosystems, including direct work with Snowflake and/or Databricks (e.g., marketplace, co‑sell programs, integrations, solution partnerships).
- Proven track record of creating and scaling partner‑sourced pipeline and revenue, ideally in a high‑growth startup environment.
- Experience structuring and negotiating alliance agreements: MSAs, referral/reseller models, marketplace listings, technology partnerships, and joint solution contracts.
- Strong cross‑functional leadership skills; demonstrated ability to align Product, Engineering, Sales, and Marketing around shared partner objectives.
- Excellent executive presence and communication: ability to influence internally and externally, from technical stakeholders to C‑level leaders.
- Comfortable operating in ambiguity and building programs from zero to one, with a bias toward action.
- Existing relationships within Snowflake, Databricks, major cloud providers (AWS/Azure/GCP), MSSPs, or global SIs.
- Experience with security + data convergence: detection‑as‑code, lakehouse security analytics, data‑first SIEM, or AI‑driven SOC solutions.
- Prior success launching marketplace offers and navigating co‑sell motions (e.g., Snowflake Partner Connect, Databricks Partner Program, hyperscaler marketplaces).
- Familiarity with enterprise procurement, security compliance, and partner legal frameworks.
- MBA or equivalent advanced degree a plus (not required).
- Comprehensive medical, dental, and vision insurance
- Equity
- Unlimited paid time off policy for work life balance
- 401(k) retirement plan with company match
- Monthly stipend for home internet and cell phone expenses
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Director of Alliances - Palo Alto - Anvilogic, Inc.
1 day ago
Description
Company Description
Anvilogic is a Palo Alto-based AI cybersecurity startup founded in 2019 by security veterans and data scientists from Fortune 500 companies. Our mission is to democratize threat detection and hunting for today's SOC teams to easily be done across hybrid, multi-clouds and security data lakes without needing to centralize data or rip and replace tools. Further, with our investments in AI-powered automation of detection-as-code to create, test, tune and deploy detections, SOC users can implement high-efficacy detection and hunting techniques without writing a single line of code nor manually wrangling data.
Anvilogic raised funding in April 2024 and is backed by top-tier VC firms and prominent industry executives. Anvilogic's AI-powered Multi-Data Platform SIEM is used by many of the industry's most advanced security teams.
Role Overview
We're looking for a Director of Alliances / Business Development to build, scale, and execute a high-impact partner ecosystem that accelerates revenue and expands Anvilogic's market presence. This leader will own strategic alliances across cloud, data platform, MSSP/consulting, SIEM/SOAR, and technology partners—especially within the Snowflake and Databricks ecosystems and the broader cybersecurity landscape.
You will work cross-functionally with Sales, Marketing, Product, Engineering, and Customer Success to identify, structure, and operationalize partnerships that create durable competitive advantage and measurable pipeline.
Key Responsibilities
Partner Strategy & Ecosystem Growth
Revenue & Pipeline Ownership
GTM & Co-Marketing Execution
Technical & Product Alignment
Partner Enablement
Operational Excellence
Required Experience & Qualifications
Preferred Qualifications
Benefits
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