Alliance Director

🔥 0 minutes ago

🗽 New York – Remote

🗽 New York – Remote

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Reco

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

🔒 Cybersecurity

☁️ SaaS

🤖 Artificial Intelligence

💰 $25M Series unknown on 2025-05

Cybersecurity • SaaS • Artificial Intelligence

Reco is a Dynamic SaaS Security company offering a platform that discovers, governs, and secures SaaS applications and AI agents across their entire lifecycle. The platform provides SSPM (security posture management), SaaS app and shadow-AI discovery, identity & access governance, data exposure management, real-time threat detection & response, and AI governance features (Reco AI Agents and generative AI discovery). Reco integrates with 200+ SaaS apps and is designed to help enterprises continuously reduce SaaS attack surface, maintain compliance, and manage AI/agentic risk.

📋 Description

• Own the Reco–HPE alliance relationship end-to-end across executive sponsors, regional VPs, field representatives, Aruba security teams, and Security specialists • Develop and execute a multi-year joint business plan with pipeline, revenue, and market share targets • Secure HPE investment, including MDF, co-sell commitments, and dedicated SE coverage • Build executive-level relationships across HPE Security, Hybrid Cloud, and Partner GTM organizations • Drive HPE-sourced pipeline through account mapping, co-sell motions, and field alignment with Reco's regional AEs • Own and grow a partner-sourced pipeline target • Identify HPE's top-100 strategic accounts and develop co-branded outreach plays • Activate HPE GreenLake and Aruba-adjacent opportunities • Build and run HPE-specific enablement programs, including bootcamps, certifications, office hours, and on-site training • Create co-branded sales plays, pitch decks, battlecards, and joint solution briefs • Run quarterly business reviews with HPE regional VPs • Represent Reco at HPE Discover, HPE Partner Ready events, and regional field days • Partner with Marketing on co-branded campaigns, webinars, and CISO-focused events • Provide HPE field feedback to Product and Engineering to shape roadmap and integration priorities • Work with Sales Engineering on technical resources and joint proof-of-value engagements • Track alliance KPIs weekly and report to Reco leadership

🎯 Requirements

• 7+ years in enterprise technology alliances, channel, or strategic partnerships, including at least 3 years in a Director-level role • Demonstrated track record owning a named hardware or infrastructure OEM alliance (HPE, Cisco, Palo Alto, Fortinet, or similar) and driving measurable pipeline from it • Deep familiarity with HPE's go-to-market model, HPE Partner Ready, GreenLake, Aruba, and Pointnext Services • Strong executive-level presence at HPE's VP/SVP layer • Proven ability to treat a partnership as a revenue-generating P&L center • Comfortable working in a fast-paced, early-stage environment • Preferred: direct experience with cybersecurity, SSPM, identity security, or SaaS security products • Preferred: prior work at or with a cybersecurity ISV selling through HPE's channel • Preferred: familiarity with co-sell mechanics, deal registration programs, and MDF management within HPE Partner Ready • Preferred: experience using Salesforce, Crossbeam, or PRM platforms • Preferred: existing senior-level relationships inside HPE's North American field organization