Senior Cloud Alliance Manager

2 weeks ago

New York, United States BioCatch Full time

Description

BioCatch is the leader in Behavioral Biometrics, a technology that leverages machine learning to analyze an online user's physical and cognitive digital behavior to protect individuals online. BioCatch's mission is to unlock the power of behavior and deliver actionable insights to create a digital world where identity, trust and ease seamlessly co-exist. Today, BioCatch counts over 25 of the top 100 global banks as customers who use BioCatch solutions to fight fraud, drive digital transformation, and accelerate business growth. BioCatch's Client Innovation Board, an industry-led initiative including American Express, Barclays, Citi Ventures, and National Australia Bank, helps BioCatch to identify creative and cutting-edge ways to leverage the unique attributes of behavior for fraud prevention. With over a decade of analyzing data, more than 80 registered patents, and unparalleled experience, BioCatch continues to innovate to solve tomorrow's problems. For more information, please visit www.biocatch.com.

BioCatch is looking for an experienced Cloud Alliance Manager to develop relationships and manage the success of our global partnerships with Microsoft and potentially other global cloud providers and cloud ISVs. As the WW Microsoft Cloud Alliance Manager within BioCatch you will have the exciting opportunity to deliver on our strategy through building alignment with Microsoft global teams, driving mindshare, and evangelizing our priority initiatives.

Responsibilities include driving our joint (Microsoft & BioCatch) alliance plans and managing the strategic regional relationships keeping the focus on the agreed upon priorities. This includes driving executive sales alignment, product team alignment, marketing support, field and channel relationships, tracking progress and driving enablement. By establishing and growing business and technical relationships, along with managing the day-to-day interactions, you will help drive top-line revenue growth, deep partner engagement, and overall market adoption. The ideal candidate will possess a business background that enables them to engage at an executive level, Microsoft global experience, as well as a sales background that enables them to easily interact with enterprise sales executives and channels. A demonstrated ability to think strategically about business, products, and technical challenges, with the ability to build and convey compelling value propositions and Go-To-Market plans are important skills. The position also requires a strong technical acumen, hands-on experience working with large global conglomerates, along with working knowledge of software architecture and the enterprise software landscape.

Responsibilities

* Developing joint strategic global plans with Microsoft, other Cloud ISVs, sales and channels.
* Experience working with Cloud ISVs to developing Go to Market (GTM) programs around co-sell and marketplace, especially with Microsoft.
* Engage the global leadership team, worldwide Cloud field sales organization, channels, and customers to create and drive revenue opportunities for all parties.
* Set a strategic business development plan to achieve target markets and ensure it is in line with the BioCatch strategic direction. This includes developing a detailed alliance plan and tracking the progress toward those goals.
* Prepare and give regular Microsoft alliance reviews to the management team.
* Manage complex contract negotiations involving legal, marketing, and business terms.
* Manage the Americas specific GTM, marketplace, and co-sell activities in addition to the global strategic relationship.
* Direct experience working with Cloud Marketplace and closing business through the marketplace

Salary range: 140-170

Requirements

* Prior cloud alliance management experience is preferred and ideally with Microsoft and/or Google
* 5+ years of experience in IT security sales or fraud and risk sales and managing Global Enterprise Accounts
* 5+ years of business development experience in the software/technology industry
* Strong presentation and writing skills and the ability to articulate complex concepts to cross-functional audiences
* Good technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization,
* Ability to think and work creatively to develop unique joint value propositions and product strategy between our cloud provider partners, BioCatch, and our customers.

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