Director of Strategic Alliances
Contrast Security
Operations
Estonia · Remote
Posted on Saturday, September 7, 2024
Contrast recognized for its innovation in Runtime Security
Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.
ABOUT THE POSITION
Contrast Security is currently seeking a Global Alliances Manager (GAM) to join our Strategic Alliances team. The Strategic Alliances team drives incremental revenue, joint GTM initiatives, enhanced product value through integrations, and distribution through leading marketplaces. The GAM will execute our strategy around Marketplace and technology partnerships. They build relationships and partnerships with leading cloud providers and software companies within the DevOps and Security landscape. As a member of the Strategic Alliances team, you will be measured on driving the mass distribution of Contrast Security products to our alliance user bases and customers. The role will report directly to the VP of Global Alliances.
This position can work remotely anywhere in the U.S. but with some traveling, as needed.
Responsibilities
- Execute the strategy and go-to-market plan with specific technology partners
- In partnership with the Product team, Identify and recruit technology partners and analyze & explore partner requests/integrations
- Develop meaningful relationships across all functions with our technology partners, including executives, product, engineering, sales, and marketing
- Identify partner integration points to increase Contrast Security product value and user experience
- Work with Product and Engineering teams to drive features that optimize partner integrations
- Build increased technical knowledge on Contrast Security products and partner integration points
- Create joint go-to-market plans and launches
- Create & manage supporting marketing collateral for specific partners
- Work with Sales and Marketing to drive awareness and adoption of partner integrations that improve outcomes for our customers, partners, and Contrast Security
- Be a member of the Sales team to drive account mapping and co-sell opportunities
- Work closely with our strategic alliance partners to identify and facilitate partnership opportunities via their platform
- Represent the voice of alliance partners and orchestrate partner engagement across all internal functions
- Drive business and technical reviews with technology partners
- A global role with 70% supporting Americas and 30% EMEA and APAC
Qualifications
- 5+ years of experience in management consulting, business development, or technical partnerships
- Five years of leading Cloud, Cybersecurity and/or DevSecOps alliances, especially managing relationships with hyperscalers such as AWS, Microsoft Azure, and Google, and with strategic vendors in the SIEM, CNAPP, EDR/XDR, MDR, AppSec, and repo categories
- Strong affinity for partner ecosystems and proven track record in building technology partner relationships that are mutually beneficial with non-technical and technical teams
- Deep understanding of Digital Transformation drivers in the following technology domains and trends: Cybersecurity, AppSec, SOC transformation, including CNAPP, next-gen SIEM, and XDR, Agile Development, DevOps, Cloud, DevSecOps, Containers, APIs, Microservices, Serverless, etc.
- Ability to identify and develop joint value propositions and use cases relevant to developers, security, and operations professionals
- Problem-solving ability and experience to align cross-functional teams - partners, product management, product marketing, corporate marketing, sales, engineering, and legal functions toward common objectives and goals
- Possess creative and organizational skills with exceptional communication and presentation capabilities
- Passion for learning and attention to detail
- Enjoy multi-tasking and juggling several different projects simultaneously
- Comfortable with ambiguity, such as creating joint GTM plans, driving account mapping & co-sell opportunities, and developing supporting collateral
- Minimum five years of relevant experience
- Technical background preferred, but not required
- Contract negotiation experience is preferred but not required
What We Offer
Salary and Other Compensation
This position's standard base pay range is $170,000 - $190,000 annually. This position is also eligible for an equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.
Benefits
Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.
Disclaimer
The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
We are changing the world of software security. Do it with us.
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.
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