Alliance Partnership Manager

October 9

☕ Washington – Remote

Although this job is listed in Washington, this company may be open to hiring remote in other states.

💵 $99k - $165k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

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Sophos

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Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

📋 Description

• Drive measurable revenue growth via co-selling, co-marketing, and referral programs with key technology alliance partners • Craft compelling partner messaging in tandem with Product Marketing • Collaborate cross-functionally with Sales, Marketing, and Partner teams to align alliance activities with regional go-to-market strategies • Execute on cloud alliance strategy with key hyperscalers, including AWS and Microsoft, to drive joint business outcomes • Cultivate and manage strategic executive and field-level relationships with AWS, Microsoft, and other technology alliance partners to foster trust and long-term collaboration • Drive co-sell and co-marketing initiatives that accelerate revenue through AWS and Azure Marketplaces, including private offers and joint go-to-market campaigns with resellers and aligned technology alliance partners • Track, report, and exceed AWS and Azure Marketplace revenue goals, ensuring alignment with broader sales targets • Lead co-sell enablement efforts across regional sales teams, including training, joint planning sessions, and alignment workshops • Represent the company in joint business reviews, partner summits, and strategic regional cloud events to strengthen visibility and partner alignment • Manage AWS ACE pipeline reporting, ensuring visibility, alignment, and collaborative execution between AWS and Sophos field teams • Oversee AWS incentive programs, securing funding approvals and guiding internal stakeholders on credit utilization and program compliance

🎯 Requirements

• 4+ years experience in cloud and/or technology alliances • Exceptional ability to build relationships with alliance partner sales teams • Deep understanding of AWS and Microsoft ecosystems, especially Marketplace programs • Proven success managing complex partnerships and driving measurable revenue impact • Strong communication, collaboration, and cross-functional influence skills • Ability to take initiative and work autonomously in a fast-paced, global environment • Preferred Qualifications: • Experience with AWS CPPO, Microsoft Commercial Marketplace, or private offers • Prior work with ISVs or SaaS companies scaling through hyperscaler alliances • Channel sales experience

🏖️ Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. • Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit • Employee-led diversity and inclusion networks that build community and provide education and advocacy • Annual charity and fundraising initiatives and volunteer days for employees to support local communities • Global employee sustainability initiatives to reduce our environmental footprint • Global fitness and trivia competitions to keep our bodies and minds sharp • Global wellbeing days for employees to relax and recharge • Monthly wellbeing webinars and training to support employee health and wellbeing