Director of Strategic Alliances & Partnerships at Hexagon Safety & Infrastructure in MADISON, Alabama

Job Description:

Hexagon Safety & Infrastructure


Position Title: Director of Strategic Alliances & Partnerships

Location: Madison, AL

Req ID: #567

Area of Interest: Sales / Account Management

Employment Type: Full Time

Description: Job Description

• Demonstrated experience successfully scaling a tech partnership - preferably in the security space - from inception to $XM in revenue with leading endpoint protection, identity and cloud marketplace vendors
• Identify key technology partners that should be prioritized to support Cloudflare’s go-to-market efforts
• Create go-to-market strategy for key technology partners working with sales, channels, product, finance, operations, engineering, legal and marketing
• Build go to market relationships at the executive level with key technology partners
• Drive partner sourced and influenced pipeline and revenue with key technology partners through co-sell or meet-in-the-channel motions
• Manage internal communication and collaborate closely with cross functional stakeholders to ensure alignment in vision and execution of tech partnership go-to-market
• Identify new technology partnerships that should be prioritized for recruitment in order to support the go-to-market teams priorities
• Manage relationships with key technology GTM partners including defining KPIs, tracking and monitoring KPIs, managing and optimizing partner performance in order to drive go-to-market goals
• Manage partner contract negotiations, build go-to-market plans, identify and deploy incentives to drive pipeline and influence bookings goals
• Manage journey of technology GTM partnerships including contract negotiation, go-to-market planning, marketing, sales incentives, training & enablement, pipeline generation and sales
• Develop joint value propositions, sales playbooks, and partner programs to grow Cloudflare’s technology go-to-market partnership ecosystem

Qualifications

• 10+ years in Software/SaaS/Security Sales & Channel management, ideally with 5+ years of experience driving revenue and pipeline through technology partners
• Strategic thinker with sound business judgment, analytical and presentation skills, and ability to influence C-level executives using data
• Strong bias for action and able to deliver results in a scrappy environment with limited resources
• Extensive experience negotiating complex contracts with the ability to drive to win-win outcomes for both parties in the partnership
• Ability to operate with a high integrity, making strategic decisions with the best long-term interests of the company in mind
• Ability to deal with ambiguity, juggle multiple tasks seamlessly, take ownership and deliver results in a lean organization
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a high-growth start-up environment highly preferred
• Ability to travel 30-50% of the time.
• MBA Preferred
• Strong technical background, with engineering degree preferred.

Company OverviewHexagon is a global leader in sensor, software and autonomous solutions.  We are putting data to work to boost efficiency, productivity, and quality across industrial, manufacturing, infrastructure, safety, and mobility applications.  Our technologies are shaping urban and production ecosystems to become increasingly connected and autonomous -- ensuring a scalable, sustainable future.  Hexagon (Nasdaq Stockholm: HEXA B) has approximately 20,000 employees across 50 countries and net sales of approximately 3.9bn EUR. Learn more at hexagon.com and follow us @HexagonAB.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled

PI239661931

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