Strategic Technology Alliances Director - Cloud and Infrastructure Partnerships at ForeScout Technologies, Inc. in San Jose, California

Posted in Other 14 days ago.

Job Description:

What We Do:

Today the modern enterprise is an Enterprise of Things. We are on a mission to secure the Enterprise of Things with active defense by identifying, segmenting and enforcing compliance of every connected thing. In real time. And at scale. Our unified security platform enables enterprises and government agencies to focus on Zero Trust segmentation, IT/OT convergence and OT/ICS innovation, all supporting our mission and vision.

Join us as we secure the world with our products. We are looking for resourceful and gritty individuals to collaborate as one team while ensuring a world-class customer experience. We are cyber-obsessed about addressing the world's most challenging security problems. Innovation starts here, everyone's ideas are valued, visionaries welcomed!

Forescout Technologies is seeking a Director of Strategic Technology Alliances with a focus on Infrastructure and Cloud partners. The right candidate will be a results-oriented, strategic-thinker with proven business development and cross-functional project leadership skills. The candidate must have experience in the Security Infrastructure and Networking markets, with practical experience building complex and strategic business relationships and executing global go-to-market plans. This role requires excellent communication skills and a proven track record in assessing partnership potential, defining, closing and executing against mutually successful business plans. The individual will be responsible for a portfolio of infrastructure partners and will lead the full spectrum of the alliance including market analysis, joint solution and value proposition development, launch plans ownership of financial modeling and revenue targets. This is a high profile, strategic position within the company that requires regular interaction with executive staff and close coordination with other cross functional groups and stakeholders within Forescout. The individual will be seen as a senior business partner and influencer, and should have a track record of past relationships and strategic deals to reference to demonstrate a high level of competency.

We are looking for someone who thrives at the intersection of Product/Solutions Management, Marketing, Sales, Partners and Customers. This is a role that requires the blending of innovation and experience to create new partnerships and resulting business.

What you will do

  • Working with a select group of infrastructure and cloud partners, assess their product portfolio and GTM strategy to identify points of intersection and opportunity for Forescout.

  • Working with the Product Management, Systems Engineering and Office of the CTO to define combined product strategies and work with Marketing to build out key differentiated Forescout + Partner value propositions that will drive growth.

  • Build business cases to justify the company investment and define the revenue potential for both partners.

  • Construct and execute against detailed go-to-market plans that cover the governance, co-marketing, sales/ engagement, enablement and delivery of the joint value propositions in the market place through our direct and indirect sales channels.

  • Drive internal and external evangelization of these programs, including launch planning and execution, to build stakeholder and industry mindshare for each partnership and related solutions.

  • Own the overall bookings targets for both sides of the partnership and work with the field organizations to ensure the message is resonating and wins are generated.

  • Ensure that Strategic Alliance initiatives are fully integrated into corporate launches, events, campaigns and the broader marketing plans for each region.

What you bring to Forescout

  • 7+ years of Business Development / Alliances expertise or equivalent experience

  • Previous sales experience an advantage.

  • Familiarity with the Cloud, Security, Infrastructure markets, the key players and technologies, competitive landscape and global industry trends.

  • Proven ability to develop senior level relationships with Technology partners.

  • Experience creating and implementing complex business plan and global go-to-market strategies.

  • Strong collaboration & negotiation skills, showing ability to influence, gaining support and trust across the organization to achieve agreed upon business outcomes.
    • Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to a variety of audiences, including customers, partners, sales, analysts.

  • Talent for understanding technical concepts, mapping technology portfolios to determine interlock and translate the concepts to cater to a specific audience.

What Forescout offers you

  • Competitive compensation and benefits - we cover 95% of employee and dependents' benefits premiums (US only), 401K match, generous PTO policy, and much more

  • Collaborative and innovative environment - make an impact on worldwide security while working on the hottest technology

  • Leadership that supports and encourages professional growth and development

  • Want a glimpse of Life @ Forescout? Check us out on Facebook and Instagram

Learn more

Forescout is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce.