[Hiring] Associate Business Development Alliances Manager @ExtraHop

Role Description

We are looking for an Associate Business Development Alliances Manager to run the day-to-day operations behind ExtraHop’s co-sell, marketplace, referral, and partner activation programs with our strategic cloud and technology partners. The initial focus is on expanding co-sell and marketplace activity in North America, with AWS and Google Cloud through co-sell and marketplace motions, and with CrowdStrike and other strategic tech partners through joint selling and integration-led co-sell.

This role works closely with ExtraHop sales teams, Deal Ops, channel partners, technology partners, and internal cross-functional teams to keep shared opportunities moving, activate partners and sellers, and turn partner relationships into measurable pipeline and revenue. You will manage the operational mechanics of co-sell, referral, and marketplace programs, including:

• Opportunity registration and follow-up
• Handoffs to Deal Ops
• Partner activation
• Performance reporting

The ideal candidate has hands-on experience running co-sell, marketplace, or referral programs and is comfortable working in Salesforce and partner tooling. Familiarity with the cybersecurity landscape is valuable, and you will build deep knowledge of ExtraHop’s Network Detection and Response platform and its role within the broader security ecosystem. This is a highly collaborative role that requires building working relationships with partner field organizations while coordinating effectively across Sales, Deal Ops, Marketing, Product, and Alliances.

Qualifications

• 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.

Requirements

• Familiarity with how AWS and Google Cloud marketplace transactions work, including private offers, CPPOs, and commitment drawdown.
• Experience working with leading cybersecurity technology platforms, and familiarity with Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations technologies.
• Existing relationships with cybersecurity channel partners, resellers, and systems integrators.
• Experience developing referral, co-sell, marketplace, or other partner-led commercial programs.
• Experience with Cloud 3PI (e.g., Tackle.io), account-mapping (e.g., Crossbeam), or other ecosystem-led growth and partner management tools.
• Advanced proficiency with spreadsheets, pivot tables, and business reporting.

Benefits

• The salary range for this role is $75,000 – $85,000 per year, plus eligibility for an annual performance-based discretionary bonus and stock option grants.
• Comprehensive benefits package including medical, dental, and vision coverage (effective Day 1).
• 401(k) with employer match.
• Flexible PTO.
• Parental leave.
• Additional benefits include FSA, educational reimbursement, and pet insurance (US Only).
• Hybrid and remote work model.