Senior Alliance Sales Manager

6 days ago

San Francisco, California, United States Contrast Security Full time

About Contrast Security

Contrast Security is a leading provider of security technology that enables software applications to protect themselves against cyberattacks, ushering in a new era of self-protecting software.

Our Mission

We empower organizations to secure their entire application portfolio without disrupting scanning or relying on expensive security experts.

The Role

We are seeking a highly skilled Sr. Alliance Sales Manager to join our Strategic Alliances team. As a key member of our team, you will be responsible for driving incremental revenue, joint go-to-market initiatives, enhanced product value through integrations, and distribution through leading marketplaces.

Key Responsibilities

  • Develop and execute go-to-market strategies with specific technology partners to drive business growth and revenue.
  • Identify and recruit technology partners, analyze and explore partner requests and integrations to increase Contrast Security product value and user experience.
  • Build and maintain 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.
  • Collaborate with Product and Engineering teams to drive features that optimize partner integrations.
  • Develop technical knowledge on Contrast Security products and partner integration points.
  • Create joint go-to-market plans and launches.
  • Develop and 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.

Requirements

  • 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.

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