Global Alliances and Distribution Manager
Trellix
full-time
Posted on:
Location Type: Remote
Location: United States
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Tech Stack
About the role
- Develop and execute global alliance strategies focused on GTM alignment, including partner selection, onboarding, and performance optimization to drive mutual revenue goals.
- Lead joint GTM planning with partners, including co-selling programs, sales enablement, demand generation activities, and market expansion initiatives to promote Skyhigh Security's SSE, CASB, and data protection solutions.
- Cultivate and maintain high-level relationships with key stakeholders at partner organizations, ensuring ongoing engagement, issue resolution, and alignment on business objectives.
- Monitor alliance performance through KPIs such as pipeline generation, deal closure rates, and revenue contribution; provide regular reports and insights to senior leadership.
- Collaborate with internal teams (e.g., sales, marketing, product, and customer success) to integrate alliance activities into broader company strategies and ensure seamless execution.
- Stay abreast of industry trends in cybersecurity, cloud security, and AI-driven threats; identify new alliance opportunities and competitive positioning to enhance GTM effectiveness.
- Oversee alliance agreements, negotiations, and renewals, ensuring compliance and maximizing value for both parties.
- Represent Skyhigh Security at industry events, partner summits, and global meetings to strengthen alliances and explore new collaborations (up to 30% travel may be required).
Requirements
- 8–12+ years of progressive experience in channel sales, alliances, or partner development within the cybersecurity, cloud, or enterprise software industry.
- Proven track record of building and scaling global distribution networks and technology alliances that deliver significant revenue impact.
- Deep understanding of channel dynamics, including distributors, VARs, MSPs, system integrators, and technology partners in security/SSE markets.
- Experience with partner program design, incentives, tiering structures, and enablement (training, certification, deal registration, co-selling).
- Strong negotiation, relationship management, and executive communication skills; ability to influence at C-level with partners and internally.
- Familiarity with Security Service Edge (SSE), Zero Trust, CASB, DLP, SWG, ZTNA, or related technologies is highly preferred.
- Willingness to travel internationally (up to 25–30%) for partner meetings, events, and strategy sessions.
Benefits
- Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel salespartner developmentpartner program designnegotiationrelationship managementexecutive communicationpipeline generationdeal closure ratesrevenue contributionperformance optimization
Soft Skills
influencecollaborationstakeholder engagementissue resolutionstrategic planningcommunicationleadershipproblem-solvingadaptabilityteamwork