Partner Alliance Manager – Assessment Services
Coalfire
full-time
Posted on:
Location: 🇺🇸 United States
Visit company websiteSalary
💰 $94,000 - $163,000 per year
Job Level
Mid-LevelSenior
About the role
- Develop and support execution of the overall vision, strategy, and plan for Coalfire alliances/partnerships to drive incremental growth, including reporting and pipeline management processes
- Support the entire life cycle of partnership and solutions - develop, strategize, identify, engage, program manage, create joint go-to-market, sales enablement, messaging, and governance
- Lead and support Partner level quarterly business reviews
- Develop, grow, and nurture relationships with the partners critical stakeholders
- Support negotiation of technology and business agreements with alliances(s)
- Drive creation of Partner agreements and manage them throughout the lifecycle
- Support alliance partner negotiations aligned with sales priorities
- Facilitate relationships between Alliance/Partner and Coalfire field leadership and sales teams
- Accelerate business Alliance/Partner opportunities throughout the sales lifecycle
- Drive lead generation and demand for the sales team
- Identify and drive events to assist in elevating awareness of Coalfire’s capabilities within alliances/partnerships (webinars, videos, speaking engagements, etc)
- Identify and evaluate new alliance and partner opportunities that will expand our Assessment business
- Develop and maintain reporting to track lead generation, opportunity progression, and revenue attribution for partnerships
- Anticipated estimated travel up to 30%
Requirements
- 5+ years of progressive sales management roles with record of meeting and exceeding sales targets
- 5+ years of experience selling security consulting and managed services
- Successfully executed a co-selling partnership model
- Strong understanding of key companies and organizations that make up the Security marketplace
- Experience working in or with Compliance & Security technology or services organizations
- Prior experience in Security consulting or companies offering professional services
- Ability to be an advocate for the Alliance - sell internally in Coalfire
- Proven collaborative and teaming skills
- Should be self-motivated, pro-active with “can-do” approach
- Ability to develop in-depth knowledge of the Coalfire and partner(s) specific offerings and solutions along with the associated Coalfire value-added strategy, and map joint solutions that address clients’ business needs
- Ability to work in a complex alliance
- Execute against the business goals, objectives, and targets. Define the KPIs for business performance and enable execution to meet the target
- Develop field engagement models to optimize for both market share and revenue generation
- Strong ability to partner with executives to create win-win opportunities
- Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
- Anticipated estimated travel up to 30%