Strategic Alliances Director - AWS/GCP

Description

WHO WE ARE

Come join the company reinventing data security, empowering businesses to realize the full potential of their data. As the leading data security platform purpose-built for the cloud era, Cyera’s mission is to reinvent how businesses secure data, enable agile collaboration, and boldly pursue new business opportunities. Trusted by security teams at leading global businesses, our team is proving that data security is the next big thing in cyber. Backed by the world’s leading investors and working with a large and growing list of Fortune 1000 companies, we are looking for world-class talent to join us as we usher in the new era of data security.

THE OPPORTUNITY

We're looking for a passionate and collaborative Strategic Alliances Director to shape how Cyera brings joint solutions to market with our most strategic partners across cloud, identity, data, and AI. You will collaborate with Product, Marketing, and GTM teams to create or enhance solutions, develop effective collateral, and enable GTM teaming across demand generation and sales. Success will be measured with a focus on revenue, market share gains, and overall competitiveness.

The ideal candidate has a sales-farmer mentality to understand and optimally manage partnerships, coupled with strategic business acumen to identify, prioritize, and develop the right partnerships and sales plays to enable Cyera's growth while making our customers successful. This individual should be an execution-focused team player who displays maturity, commands trust, and inspires confidence, with excellent people and technical skills and the ability to thrive in a dynamic, competitive environment where multi-tasking is the norm.

RESPONSIBILITIES:

• You will lead two of our strategic cloud partnerships with AWS and GCP by owning the global alliance strategy. As a strategic alliance leader, you will collaborate cross-functionally to expand the pipeline by unlocking new routes-to-markets, orchestrate differentiated integrations to source or influence new customer engagements, accelerate go-to-market initiatives, and strengthen executive alignment.
• Understand each partner's business objectives, go-to-market approach, and channel strategy, and use those insights to build and execute alliance strategies and sales plays focused on new sales and customer engagements.
• Identify key decision makers and influencers across partner organizations, determine areas of highest-impact mutual opportunity, and drive execution across sales, marketing, and product. Build and maintain senior, mid, and line-level relationships that increase preference for Cyera.
• Develop impactful sales plays with Product and Solution Architecture teams, prioritize integration and solution opportunities, and collaborate with Product Marketing on messaging and collateral. Partner with Marketing and Alliance Sales on co-marketing, demand generation, and co-sell motions that source and accelerate pipeline.
• Define and manage cross-functional alliance plans across co-build, co-market, and co-sell motions. Govern alliance performance, measure key metrics, and identify opportunities for optimization. Lead negotiation of alliance agreements to ensure favorable terms and conditions for Cyera.
• Translate activity into measurable business outcomes and act as a strong steward of Cyera resources. Represent the voice of the customer and partner in cross-functional discussions.

Requirements

REQUIRED QUALIFICATIONS:

• Bachelor's Degree required in Computer Science or related discipline, and MBA highly desired. If an undergraduate degree is not technical, an MBA is required.
• Must have 8+ years demonstrated experience in strategic business development, technology alliances, product management/marketing, technical/solution marketing or technical sales enablement role at Software and/or SaaS technology provider. Mix of start-up and public company experience preferred.
• Must have 5+ years of experience in managing cloud alliances, with demonstrable joint go-to-market execution impact at scale via sell-with models. Experience with unlocking additional RTMs beyond the marketplace co-sell is a strong plus.
• Strong technical acumen, either in the Cybersecurity or Data industries, to orchestrate differentiated integrations that source or influence new customer engagements. Experience with AWS and/or strategizing differentiated integrations for Cloud/Data/AI security is a strong plus.
• Data driven with strong analytical skills to constantly measure KPIs. Ability to forecast co-sell motion alliance revenue, with strong Salesforce.com skills.
• Ability to work independently, establish priorities and demonstrate good judgment. Smart, analytical (with attention to details), creative, driven and with a get-it-done attitude that thrives in a fast moving environment.
• Highly collaborative, with proven ability to drive cross-functional alignment and influence without authority, both internally and with partner stakeholders.
• Strong writing and presentation skills. Actively listens and communicates well with others with an ability to communicate and influence both an executive and technical executive audience interchangeably. Able to distill complex concepts into clear, customer-centric narratives.

COMPENSATION INFORMATION:

Compensation Range: $250,000-$300,000.

The range represents total compensation, and may include company bonus, incentive for sales roles, equity or benefits, as applicable.

This compensation range represents Cyera’s good faith and reasonable estimate of the range of possible compensation for this role at the time of posting, and Cyera may ultimately pay more or less than the posted range. The final salary for this position will be determined in Cyera’s sole discretion, consistent with applicable law, and based on a variety of factors, including but not limited to the employee’s work experience, skills, and qualifications for the role, as well as the needs of Cyera’s business and other operational considerations.

Final compensation will vary based on seniority and relevance of experience, location, and position requirements.

This role may be eligible for potential merit increases based on factors such as individual or company performance, time in role, and other discretionary factors.

BENEFITS - Why Cyera?

• Ability to work remotely, with office setup reimbursement
• Unlimited PTO
• Paid holidays and sick time
• Health, vision, and dental insurance
• Life, short and long-term disability insurance