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Position Overview: As Senior Director, Global Tech Alliances, you will play a pivotal role in expanding our market presence through strategic Technology and Cloud partnerships. You will be responsible for creating and executing a comprehensive Alliances partner strategy, cultivating executive and partner relationships, driving incremental joint business opportunities with our Tech Alliances partners. The successful candidate will have a proven track record in building and managing Cloud Partner ecosystems and Technology Alliance ecosystems in cybersecurity.
The role requires a deep and broad understanding of how Cloud and Security Technology ISV’s interoperate, architecting strategies, initiatives, and influence driving growth and revenue.
Key Responsibilities:
Technology ETM( Enterprise TruRisk management) and Cloud Partner Development:
- Create and implement a comprehensive partner Alliances strategy and Program aligned with company objectives and our global partner program driving increased influenced revenue This includes joint GTM with cloud providers such as AWS and Oracle.
- Recommend program initiatives to become or remain competitive
- Identify, recruit, and activate Technology ETM partners that complement and interoperate with our product offerings aligning to the Qualys platform.
- Foster and activate strong executive partner relationships driving joint sponsorship and execution for mutual business success.
- Create and execute an AWS and OCI Marketplace strategy and framework for joint GTM and private offers with select resellers. Proactively maintain cloud provider partner program requirements working with product team on technical requirements.
- Drive internal enablement across all strategies and programs including field engagement, account mapping, and demand generation.
Managed ROC Partner Program
- Create and implement a comprehensive partner services strategy & offering
- Build Advisory, Build & Manage blueprint with value proposition driving interest and engagement within the Qualys partner ecosystem
- Align with product, enablement and cross-functional stakeholders building how partners are enabled, ramped and badged as M-ROC Specialized
- Drive partner participation and the build out of a partner-based managed ROC service portfolio.
Partner Enablement:
- Collaborate with cross-functional teams ensuring internal GTM teams and partners are equipped to deliver exceptional customer experiences with cloud providers and technology alliances.
- Deliver internal and partner enablement trainings and messaging. Work with partner offering management in establishing the value of our ETM offerings
- Work with the product team developing integration use cases, joint solution briefs, and value proposition decks with a global communication plan to promote success.
Joint Business Planning:
- Own the development and execution of joint business plans with our key Cloud and Technology partners aligned with both organizations' goals.
- Maniacal execution of business plans with proactive management and follow up including quarterly business reviews that include executive sponsors and stakeholders.
- Establish and track key performance indicators (KPIs) measuring the success of the JBP initiatives and outcomes with recommendations to course correct, or double down on successes.
Sales and Revenue Growth:
- Increase influenced revenue growth through Technology and cloud partners identifying and capitalizing on joint business opportunities.
- Establish joint partner offerings ( Co-sell and tech integrations) and measure revenue growth, influenced revenue and OEM/marketplace partnerships across offerings
- Develop and execute strategies to increase partner-initiated opportunities and pipeline including collaboration with direct sales and partner sales.
- Provide required forecasting developing internal processes and prowess driving forecast accuracy with partner business
- Ability to leverage available data, metrics, and trends to proactively manage the Tech Alliances Business
Qualifications:
- 8+ years of proven experience in Tech Alliances and or Cloud partner/ management within cybersecurity or SaaS
- Bachelor’s degree (or equivalent)
- Strong understanding of the Cybersecurity Tech landscape and experience working in a global environment.
- Experience working with Technology and AWS and/or Oracle including Marketplace development and execution.
- Outstanding presentation and communication skills, both written and verbal. Effective cross-functional collaborator driving consensus and resolution to challenges
- Demonstrated ability to engage and influence C-level executives.
- Proven experience and ability building a cohesive, quantifiable strategic plan for global partners.
- Strong organizational skills and attention to detail with the ability to set clear priorities in a fast-paced environment.
- Passion for technology and creating great partner experiences
- Able to build trust and influence executive level relationships internally with excellent communication, negotiation, and interpersonal skills
- Strategic thinker with the ability to develop and execute plans that drive results.
- Results-oriented with a focus on achieving and exceeding targets.
- Ability to travel as needed.
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Annual Salary Guidelines: $265,000 - $300,000 [ OTE]
Qualys is an Equal Opportunity Employer, please see our EEO policy.
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