Director, Business Development

3 weeks ago

Seattle, Washington, United States TBWA\Chiat\Day Full time

Job Summary

We are seeking a highly skilled Director, Business Development & Cloud Alliances to join our team at ExtraHop. As a key member of our leadership team, you will be responsible for driving growth and collaboration across our strategic partnerships with AWS, Google, and Microsoft.

About the Role

In this role, you will build, own, and drive the Co-Sell and Marketplace investment strategies and goals in the Hybrid Cloud Security market space, aligning with ExtraHop's objectives. You will define the annual business plan, focusing on high-impact relationships and how to leverage them for strategic value. You will also collaborate cross-functionally where needed to maximize the impact of alliance initiatives.

Key Responsibilities

  • Build, own, and drive the Co-Sell and Marketplace investment strategies and goals in the Hybrid Cloud Security market space, aligning with ExtraHop's objectives.
  • Define the annual business plan, focusing on high-impact relationships and how to leverage them for strategic value.
  • Collaborate cross-functionally where needed to maximize the impact of alliance initiatives.
  • Lead the development and execution of Sales Play Cards, solutions briefs, joint positioning, and go-to-market plans, managing them from concept through to lifecycle management.
  • Drive measurable pipeline revenue through joint co-selling, go-to-market activities, resale, and OEM sales.
  • Expand joint selling opportunities through security alliance field sales and their channel partners.
  • Maintain strong, interactive relationships with channel partners to ensure alignment on ongoing initiatives.
  • Keep Executive Leadership informed on key partner news, developments, and emerging technologies in the security space.
  • Define and execute a yearly plan, including regular QBRs with partners.

Requirements

  • Bachelor's degree required in business administration, marketing, computer science, IT, or engineering; MBA preferred.
  • 10+ years of experience, with a minimum of five years in leadership roles, working with Cloud Service Providers (AWS, Google, Microsoft) in channel or partner development within the security market, with demonstrated success driving positive revenue growth through alliance development.
  • Proven track record in developing go-to-market (GTM) programs and expanding strategic relationships with leading cloud service providers (AWS, Google, Azure).
  • Strong understanding of the security market, including CIOs and CISOs, as well as, knowledge of IT architectures, data center operations, and cloud services across key segments (e.g., Cloud, IT Operations Management, BI, Orchestration, Application Delivery Networking, Security etc.).
  • Ability to identify and understand joint market opportunities, recognize alliance partner gaps that ExtraHop fills in the Security space, and clearly communicate the value to partner and customers.
  • Demonstrated ability to work cross-functionally to define strategy and drive the execution of new alliance initiatives.
  • Verifiable success in building and managing revenue-generating relationships with leading technology companies.
  • Experience defining, implementing, and executing comprehensive GTM activities.
  • Ability to effectively lead cross-functional teams.
  • Highly self-motivated, results-oriented, and organized person with strong leadership skills.
  • Exceptional written and verbal communication skills, with the ability to engage both executive-level audiences and technical end-users.
  • Consultative sales approach with a problem-solving mindset, excellent attention to detail, and strong follow-through.
  • Willingness to travel domestically and internationally.
  • Applicants must be authorized to work for ANY employer in the U.S.

About ExtraHop

ExtraHop is the cybersecurity partner enterprises trust to reveal the unknown and unmask the attack. We're on a mission to protect and propagate trust by revealing the cybertruth, and we partner with every customer, every day, to uncover it.

Our Reveal(x) 360 platform is the only network detection and response solution delivering the 360-degree visibility needed to see everything on the network. When organizations have full network transparency with ExtraHop, they can see more, know more, and stop more cyberattacks.

Employees' wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits: Health, Dental, and Vision Benefits, Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time, Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan, FSA and Dependent Care Accounts + EAP, where applicable, Educational Reimbursement, 401k with Employer Match or Pension where applicable, Pet Insurance (US Only), Parental Leave (US Only), Hybrid and Remote Work Model.

We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this truly unique environment. At ExtraHop, we believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level. This is the foundation of our success.

We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon capabilities and qualifications without discrimination on the basis of race, color, religion, sex, gender identification and expression, marital status, military status, pregnancy (including but not limited to potential pregnancy and pregnancy-related conditions), sexual orientation, age, national origin, ancestry, citizenship or immigration status, disability, genetic information, or any other protected class as established by law.

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