Associate Business Development Alliances Manager

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $75k - $85k / year

⏰ Full Time

🟡 Mid-level

💰 Business Development (BDR)

👻 Ghost score 0%

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ExtraHop

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🔒 Cybersecurity

🔐 Security

🏢 Enterprise

💰 $41M Series C on 2014-05

Cybersecurity • Security • Enterprise

ExtraHop is a company that specializes in providing security and network management solutions, leveraging real-time analytics to help organizations detect and respond to cyber threats. By utilizing machine learning and other advanced technologies, ExtraHop offers deep visibility into IT infrastructure, ensuring optimal performance and robust security. Their platform aids enterprises in monitoring traffic patterns and identifying unusual activities to protect against data breaches and other cyber risks.

📋 Description

• Execute co-sell programs with strategic cloud and technology partners including AWS, Google, and CrowdStrike • Manage co-sell opportunity workflows in AWS Partner Central/ACE and the Google partner portal • Facilitate joint account mapping and opportunity progression between ExtraHop account teams and partner field counterparts • Maintain relationships with partner field, channel, solutions engineering, and alliance teams • Identify and track marketplace-eligible opportunities and move them toward marketplace transactions • Serve as the Alliances point of contact for Deal Ops and follow up on marketplace deals • Educate sellers and partners on marketplace purchasing, cloud commitment drawdown, and marketplace motions • Operationalize referral programs • Build and document repeatable co-sell, referral, and marketplace playbooks and processes • Run partner activation, onboarding checklists, first-deal playbooks, and time-to-first-opportunity tracking • Coordinate partner and seller enablement with Marketing and Partner Solutions Architecture • Support joint webinars, events, executive briefings, and customer workshops • Track and report joint opportunities, pipeline, sourced and influenced revenue, marketplace-transacted bookings, and customer activity • Maintain pipeline hygiene and dashboards and report regularly to leadership • Prepare data and materials for partner business reviews • Collaborate with Sales, Sales Ops/RevOps, Deal Ops, Marketing, and Partner Solutions Architecture to remove friction from partner-led deals • Build working knowledge of ExtraHop’s Network Detection and Response platform and complementary partner platforms • Identify and fix process gaps to make partner programs more scalable and efficient

🎯 Requirements

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience • 3+ years of experience in alliances, partner operations, channel, or business development, including hands-on work with a cloud marketplace (AWS or Google), co-sell, or referral program • Proven experience developing relationships with partner field organizations and translating those relationships into measurable business outcomes • Experience working with cybersecurity technology vendors, channel partners, resellers, or systems integrators • Understanding of enterprise cybersecurity technologies and the security operations market • Demonstrated ability to develop and execute joint go-to-market and co-selling strategies • Strong business acumen and ability to understand pipeline, revenue, and sales performance metrics • Excellent communication, presentation, relationship-building, and organizational skills • Ability to work cooperatively with Sales, Deal Ops, Marketing, Product, Engineering, and other cross-functional stakeholders • Ability to operate effectively in a fast-paced environment and manage multiple strategic initiatives simultaneously • Preferred: Familiarity with AWS and Google Cloud marketplace transactions, including private offers, CPPOs, and commitment drawdown • Preferred: Experience with cybersecurity technology platforms and Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations technologies • Preferred: Existing relationships with cybersecurity channel partners, resellers, and systems integrators • Preferred: Experience developing referral, co-sell, marketplace, or other partner-led commercial programs • Preferred: Experience with Cloud 3PI, account-mapping, or other ecosystem-led growth and partner management tools • Preferred: Advanced proficiency with spreadsheets, pivot tables, and business reporting

🏖️ Benefits

• Annual performance-based discretionary bonus eligibility • Stock option grants • Medical, dental, and vision coverage effective Day 1 • 401(k) with employer match or pension where applicable • Flexible PTO • Sick time prorated based on date of hire • All federal holidays (US Only) • 3 days of paid volunteer time • Parental leave (US Only) • FSA and dependent care accounts, where applicable • Employee Assistance Program (EAP), where applicable • Educational reimbursement • Pet insurance (US Only) • Hybrid and remote work model

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