Contrast Security is hiring a
Global Alliance Manager

Summary

The job description is for an Alliance Manager position at Contrast Security, responsible for building and growing the System Integrator business by managing strategic relationships and revenue growth. The role requires a minimum of 12 years of selling experience, with 5+ years in sales management and leadership.

Requirements

• University or Bachelor's degree; advanced degree or MBA preferred
• Typically, 12+ years or more of selling experience at end-user account or partner level
• 5+ years of sales management and leadership experience working with partners and customers
• Experience as a successful account/business manager, selling to CxO and decision-maker level
• Results-driven, self-sufficient, and self-motivated individual with a strong commitment to sales excellence
• Experience working with cross-functional and highly matrixed teams across time zones and geographies
• Deep understanding of the IT industry, competing vendors, and the channel ecosystem. Key elements include competitive positioning and business models
• Understanding of Contrast’s organization & operations and alignment with System Integrator's go-to-market strategies, market segmentation, key programs & initiatives
• Able to communicate the strengths of the company's offerings relative to competition and overcome objections
• Effectively sells company offerings by building strategic relationships with partner senior management, principals, and decision makers; aligning partner and company processes; and promoting company programs and offerings
• Develop strategic plans with the partner to grow Contrast revenue and market share
• Partners effectively with others in the account to ensure coordinated, efficient account management
• Ability to motivate partner's sales force
• Coordinates and directs efforts across company sales teams
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams

Responsibilities

• Develop and maintain excellent relationships with key executives to gain commitment to partnership (recruit)
• Develop and execute global sales strategies and programs in coordination with partner practices and sales teams
• Prepare various vertical market strategies to enhance growth potential
• Manage and interpret partner business models (internal and GTM) and associate knowledge to discover new avenues to revenue within the partnership
• Analyze partner solution requirements and develop solutions to build effective global go-to-market programs that monetize the solutions
• Assist partner's global staff to design sales processes that generate profitable sales in both existing and new business accounts
• Work closely with internal stakeholder teams to build positive relationships and a strong engagement between alliances, field sales teams, and CSM’s
• Ensure compliance with all management reporting requirements and monitor work according to company policies
• Facilitate and measure results of programs executed globally through regular forecasting
• Participate with Alliance partners in various industry events and conferences to enhance partnership engagement and growth in sales
• Maintain and update knowledge on all new technology in business and participate in trainings and professional meetings
• Establish appropriate cadences to measure the business progress (QBR, etc.)

Benefits

• 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