Director of Technology Alliances

2 weeks ago

Boston, United States Hunters Full time

Hunters SOC Platform is a Human-Driven, AI-Powered SIEM alternative that revolutionizes the way SOCs operate. Hunters automates the entire TDIR process, replacing repetitive human work with machine-powered detection, enrichment, correlation, prioritization, triage, and investigation, freeing analysts to proactively protect their organizations. Hunters utilizes an open security data lake architecture, ensuring complete and cost-effective coverage of the entire security stack.


Enterprises like Booking.com, Snowflake, and ABInBev leverage Hunters SOC Platform to empower their security teams. Hunters is backed by leading VCs and strategic investors including Stripes, YL Ventures, DTCP, Cisco Investments, Bessemer Venture Partners, U.S. Venture Partners (USVP), Microsoft’s venture fund M12, Blumberg Capital, Snowflake, Databricks, and Okta.


We are seeking an experienced Director of Technology Alliances to spearhead our strategic and integration alliances. The ideal candidate will have a deep understanding of the cybersecurity landscape and a proven track record in managing extensive technology partnerships and alliances. This role requires a strategic thinker who can not only nurture existing relationships but also explore and secure new opportunities to drive our business objectives forward.

**This position is 100% remote and can be located anywhere in the US.


Responsibilities:


Strategic Partnerships

  • Develop and implement strategies to cultivate and enhance relationships with key strategic partners that align closely with our core business objectives.
  • Serve as the principal point of contact for high-level partners, ensuring effective communication and fostering long-term, mutually beneficial relationships.
  • Evaluate and prioritize strategic partners based on their market influence, alignment with our strategic goals, and potential to drive significant revenue.

Partner Program for Integration Alliances

  • Oversee the management of hundreds of integration alliances, focusing on maximizing the effectiveness and integration depth of security vendor technologies within our platform.
  • Establish clear program guidelines and criteria for selecting and maintaining integration partnerships, ensuring consistency and quality across all integrations.
  • Actively monitor and manage the performance of integration partners to ensure compliance with our standards and objectives, facilitating regular reviews and feedback loops.

Program Framework and Strategy

  • Build and manage a comprehensive alliance program that defines clear operational processes, including contract management, co-selling motions, rebates, and the strategic use of Market Development Funds (MDF).
  • Develop a strategic framework that aligns with our overall business goals, ensuring that each partnership delivers mutual benefits and supports our market positioning.

Contractual and Financial Operations

  • Collaborate with legal and finance teams to design and implement contracts that support dynamic and scalable partnership engagements. Ensure that these contracts facilitate effective co-selling arrangements and equitable rebate structures.
  • Set up and manage a systematic approach to monitor and enforce compliance with contract terms and conditions, ensuring all partners meet their commitments and performance metrics.

Co-Selling and Rebate Management

  • Develop co-selling strategies to integrate partners into our sales processes effectively, creating synergistic sales motions that enhance customer value and drive revenue.
  • Manage rebate programs that incentivize partners to prioritize our solutions, ensuring that rebates align with overall sales targets and partner performance.

Utilization and Optimization of MDF

  • Oversee the allocation and management of Market Development Funds, establishing criteria for fund distribution that promotes innovative marketing and sales tactics among partners.
  • Monitor and evaluate the impact of MDF spending on achieving marketing objectives and sales growth, adjusting strategies as needed to maximize return on investment.

Go-to-Market Strategy

  • Collaborate with marketing and sales teams to craft effective go-to-market strategies for joint solutions, enhancing lead generation, pipeline creation and market penetration.
  • Provide ongoing support to sales teams through technical expertise and partner engagement.

Integration and Innovation

  • Coordinate with product and engineering teams to ensure successful integration of partner technologies into our solutions.
  • Drive collaborative efforts for joint product development that align with industry trends and customer needs.

Market Intelligence

  • Continuously monitor and analyze market trends and technological advancements.
  • Leverage insights to steer strategic planning and decision-making processes within the alliance ecosystem.


Requirements:


  • Bachelor’s degree in Business, Engineering, Computer Science, or a related field; an MBA or advanced degree is preferred.
  • Minimum of 10 years’ experience in strategic alliances, business development, or partnership management, preferably within the cybersecurity or related technology sector.
  • Demonstrated ability to manage and grow a diverse partner portfolio, with a strong emphasis on both strategic and integration alliances.
  • Comprehensive understanding of cybersecurity, cloud computing, AI, and related technologies.
  • Exceptional interpersonal and communication skills, capable of leading cross-functional teams and interacting with stakeholders at all levels.
  • Strategic mindset with a proven track record of translating business objectives into successful partnership strategies.
  • Dynamic, results-oriented individual capable of working in a fast-paced environment.

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