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Director / Senior Cloud Alliance Sales Manager
Boston, MA / Sales & Business Development Alliances / Full-time
Contrast Security is the worlds leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software.
Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio, without disruptive scanning or expensive security experts.
Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations, to production.
ABOUT THE POSITION Contrast Security is currently seeking a Sr. Alliance Sales Manager to join our Strategic Alliances team.
The Strategic Alliances team is responsible for driving incremental revenue, joint GTM initiatives, enhanced product value through integrations, and distribution through leading marketplaces.
The Sr. Alliance Sales Manager will build relationships and partner with leading cloud providers and software companies within the DevOps and Security landscape.
As a member of the Strategic Alliances team, you will be measured on driving the mass distribution of Contrast Security products to our alliance user bases and customers.
The Sr. Alliance Sales Manager will report directly to the Sr. Director of Strategic Alliances. Responsibilities
- Own the strategy and go-to-market plan with specific technology partners
- Identify and recruit technology partners and analyze & explore partner requests / integrations
- Develop meaningful relationships across all functions with our technology partners including executives, product, engineering, sales, and marketing
- Identify partner integration points to increase Contrast Security product value and user experience
- Work with Product and Engineering teams to drive features that optimize partner integrations
- Build increased technical knowledge on Contrast Security products and partner integration points
- Create joint go-to-market plans and launches
- Create & manage supporting marketing collateral for specific partners
- Work with Sales and Marketing to drive awareness and adoption of partner integrations that improve outcomes for our customers, partners, and Contrast Security
- Be a member of the Sales team to drive account mapping and co-sell opportunities
- Work closely with our strategic alliance partners to identify and facilitate partnership opportunities via their platform
- Represent the voice of alliance partners and orchestrate partner engagement across all internal functions
- Drive business and technical reviews with technology partners
- A global role with 80% supporting Americas and 20% EMEA and APAC
Qualifications
- Strong affinity for partner ecosystems and proven track record in building technology partner relationships that are mutually beneficial with non-technical and technical teams
- Deep understanding of Digital Transformation drivers in the following technology domains and trends : Cybersecurity, AppSec, Agile Development, DevOps, Cloud, DevSecOps, Containers, APIs, Microservices, Serverless, etc.
- Ability to identify and develop joint value propositions and use cases relevant to developers, security, and operations professionals
- Problem-solving ability and experience to align cross-functional teams - partners, product management, product marketing, corporate marketing, sales, engineering, and legal functions toward common objectives and goals
- Possess creative and organizational skills with exceptional communication and presentation capabilities
- Passion for learning and attention to detail
- Enjoy multi-tasking and juggling several different projects simultaneously
- Comfortable with ambiguity, such as creating joint GTM plans, driving account mapping & co-sell opportunities, and developing supporting collateral
- Minimum 5 years of relevant experience
- Technical background preferred, but not required
- Contract negotiation experience preferred, but not required
- We are focused on building a diverse and inclusive workforce. If youre excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.*
What We Offer
- Competitive Compensation
- Medical, dental, and vision benefits
- 401(k)
- Flexible paid time off
By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.
and hereby give your consent for Contrast Security, Inc. and / or our HR-related Service Providers, to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities.
If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, reflects our policies around compliance with the General Data Protection Regulation (GDPR) and your rights respective to as a California resident, you are entitled to certain rights under CCPA : The California Consumer Privacy Act of 2018 (CCPA) will go into effect on January 1, 2020.
Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents.
CCPA also gives employees, applicants, independent contractors, emergency contacts and dependents (CA Employee) new rights to privacy.
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