Alliances Director

2 months ago

Boston, United States Snyk Full time

Every day, the world gets more digital thanks to tens of millions of developers building the future faster than ever. But with exponential growth comes exponential risk, as outnumbered security teams struggle to secure mountains of code. This is where Snyk (pronounced "sneak") comes in. Snyk is a developer security platform that makes it easy for development teams to find, prioritize, and fix security vulnerabilities in code, dependencies, containers, and cloud infrastructure - and do it all right from the start. Snyk is on a mission to make the world a more secure place by empowering developers to develop fast and stay secure.

Joining Snyk means embracing our core values: One Team, Care Deeply, Customer Centric, and Forward Thinking. As a member of our team, you'll have the opportunity to thrive in a dynamic environment where fostering collaboration, leading with empathy, driving business impact, and inspiring trust are at the heart of everything we do.

Our Opportunity

The Director of Global Strategic Alliances will manage key strategic alliance partnerships for Snyk. This person will be a part of the Business Development organization, whose mission is to select and propose Strategic Alliances to accelerate the adoption of Snyk technologies and services in the market by identifying, classifying and managing relevant, mutually beneficial joint business activities and enabling the needed product integration.

You will develop relationships with your Alliance partners, including driving outcomes on certifications and integration solutions as well as developing, structuring and driving joint solutions, GTM motions, and technology roadmaps to ensure differentiation and technology adoption with the partner's technologies.

You'll Spend Your Time:

  • As the Alliance Manager for AWS you will be responsible for building and fostering our strategic partnership between Snyk and AWS, resulting in win-win-win outcomes for our customers, Snyk and AWS
  • You will take ownership of oversee a series of strategic programs in collaboration with AWS and establish clear, quantifiable targets and goals, this includes activities such as co-sell and co-marketing opportunities, working closely with regional sales leaders and partners, marketing and all other functions across the globe to build our business with AWS
  • You will be familiar with and help in the creation of co-innovation strategy, collaborating with R&D to define, and execute joint roadmap plans with AWS
  • Understand the partners' organization and build stakeholder maps to expand the network
  • Keep up-to-date with AWS partners programs, as well as industry trends and best practices
  • Identify and pursue new business development opportunities with AWS
  • Develop plans that fully consider short-term and long-term goals and performance expectations that are aligned with the partner's needs and capabilities
  • Effectively leverage other AWS resources to help in the co-selling process, and will engage directly with the AWS and Partner sales teams to drive field enablement, field alignment and incremental joint opportunities
  • Influence business and investment decisions and drive orchestration (including sales, technical, go-to-market, and channel management) to grow Snyk's AWS business and impact across the partner portfolio
  • Collaborate with sales and partner marketing teams to qualify, develop, and execute vertical and horizontal campaigns to generate new business opportunities
  • Lead regular global pipeline reviews to ensure pipeline information is thorough and accurate
  • Broker internal resources, tools, references and / or investments needed to execute on the business plans in order to help meet the set goals
  • Excel in negotiation and conflict resolution, achieving mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to communicate the company's aim effectively, and seeking common ground and collaborative solutions
What You'll Need:
  • Strong knowledge of Security and Cloud Industry
  • Strong executive-network with key Strategic Alliance partners
  • 10+ years of DevOps industry sales and/or business development experience.
  • 10+ years of demonstrable leadership and management of high performance teams and cross-functional groups
  • Proven experience in business development, strategic partnerships, or a related role within the technology industry.
  • Strong understanding of technology trends, market dynamics, and competitive landscape.
  • Exceptional negotiation and communication skills.
  • Ability to think strategically and execute tactically.
  • Demonstrated success in achieving business growth through strategic partnerships.
  • Program management ability, critical thinking and analytical skills
  • Demonstrated experience in leading for results, as well as strong organizational, communications and interpersonal skills
  • Ability to accommodate with different business cultures and work on a global basis
#LI-WR1

We care deeply about the warm, inclusive environment we've created and we value diversity - we welcome applications from those typically underrepresented in tech. If you like the sound of this role but are not totally sure whether you're the right person, do apply anyway

About Snyk

Snyk is committed to creating an inclusive and engaging environment where our employees can thrive as we rally behind our common mission to make the digital world a safer place. From Snyk employee resource groups, to global benefits that help our employees prioritize their health, wellness, financial security, and a work/life blend, we aim to support our employees along their entire journeys here at Snyk.

Benefits & Programs

Prioritize health, wellness, financial security, and life balance with programs tailored to your location and role.
  • Flexible working hours, work-from home allowances, in-office perks, and time off for learning and self development
  • Generous vacation and wellness time off, country-specific holidays, and 100% paid parental leave for all caregivers
  • Health benefits, employee assistance plans, and annual wellness allowance
  • Country-specific life insurance, disability benefits, and retirement/pension programs, plus mobile phone and education allowances

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