Partnerships & Alliances Manager
J
JobgetherCybersecurity SaaS
Based in the United StatesFull-TimeManager
Salary not disclosed
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Job Details
- Experience
- At least 5 years of professional experience in technology partnerships, strategic alliances, or channel management within a B2B SaaS environment.
- Required Skills
- AWSChange Management
Requirements
- At least 5 years of professional experience in technology partnerships, strategic alliances, or channel management within a B2B SaaS environment.
- Strong understanding of enterprise security and IT architecture, including SSO, SAML, OIDC, SCIM, SIEM/SOAR, ITSM, and HRIS.
- Ability to engage confidently in technical discussions with security architects, engineers, and other technical stakeholders.
- Demonstrated experience building and scaling integration-led partner programs, joint go-to-market strategies, co-selling initiatives, and technology marketplace listings.
- Familiarity with major cloud marketplaces and ecosystems, particularly AWS, Microsoft Azure, and/or Google Cloud.
- Experience collaborating with engineering teams to prioritize integration roadmaps and explain technical capabilities as business value.
- Strong operational and program management skills, including establishing processes and building scalable partnership playbooks.
- Ability to manage multiple priorities and align cross-functional stakeholders.
- Willingness and availability to travel domestically and internationally for partner meetings, events, conferences, and customer engagements.
- Experience in cybersecurity, identity and access management, enterprise IT, or adjacent technology sectors is strongly preferred.
- Experience with public sector technology partners, particularly SLED or FED markets, is a plus.
- Familiarity with cybersecurity channel partners and technology distributors is an additional advantage.
Responsibilities
- Develop and prioritize the technology alliance roadmap across identity and access management, SIEM/SOAR, ITSM, HRIS, and cloud security platforms.
- Collaborate with Product and Engineering to develop, launch, and maintain strategic integrations and joint use cases.
- Translate technical integrations into joint go-to-market opportunities, shared value propositions, reference architectures, and integration-led sales strategies.
- Create co-selling frameworks that help partner sales representatives position solutions and introduce them into customer opportunities.
- Drive marketplace partnership strategies across AWS, Microsoft Azure, Google Cloud, and the Okta Integration Network.
- Design and deliver partner enablement programs, including technical and sales training, solution briefs, demonstration environments, and sales playbooks.
- Build relationships with partner executives, alliance leaders, solution architects, and field sales representatives.
- Coordinate joint go-to-market initiatives, including co-marketing campaigns, webinars, conferences, and customer references.
- Represent the organization at partner events, industry conferences, security summits, and joint customer engagements.
- Measure alliance-generated and influenced pipeline, integration adoption, co-selling success, and program return on investment.
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