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.