[Hiring] Strategic Alliances Director @Cyera

Role Description

We're looking for a passionate and collaborative Strategic Alliances Director to shape how Cyera brings joint solutions to market with our most strategic partners across cloud, identity, data, and AI. You will collaborate with Product, Marketing, and GTM teams to create or enhance solutions, develop effective collateral, and enable GTM teaming across demand generation and sales. Success will be measured with a focus on revenue, market share gains, and overall competitiveness.

The ideal candidate has a sales-farmer mentality to understand and optimally manage partnerships, coupled with strategic business acumen to identify, prioritize, and develop the right partnerships and sales plays to enable Cyera's growth while making our customers successful. This individual should be an execution-focused team player who displays maturity, commands trust, and inspires confidence, with excellent people and technical skills and the ability to thrive in a dynamic, competitive environment where multi-tasking is the norm.

Responsibilities

• Lead two of our strategic cloud partnerships with AWS and GCP by owning the global alliance strategy.
• Collaborate cross-functionally to expand the pipeline by unlocking new routes-to-markets.
• Orchestrate differentiated integrations to source or influence new customer engagements.
• Accelerate go-to-market initiatives and strengthen executive alignment.
• Understand each partner's business objectives, go-to-market approach, and channel strategy.
• Identify key decision makers and influencers across partner organizations.
• Drive execution across sales, marketing, and product.
• Build and maintain senior, mid, and line-level relationships that increase preference for Cyera.
• Develop impactful sales plays with Product and Solution Architecture teams.
• Prioritize integration and solution opportunities.
• Collaborate with Product Marketing on messaging and collateral.
• Partner with Marketing and Alliance Sales on co-marketing, demand generation, and co-sell motions.
• Define and manage cross-functional alliance plans across co-build, co-market, and co-sell motions.
• Govern alliance performance, measure key metrics, and identify opportunities for optimization.
• Lead negotiation of alliance agreements to ensure favorable terms and conditions for Cyera.
• Translate activity into measurable business outcomes and act as a strong steward of Cyera resources.
• Represent the voice of the customer and partner in cross-functional discussions.

Qualifications

• Bachelor's Degree required in Computer Science or related discipline; MBA highly desired.
• 8+ years demonstrated experience in strategic business development, technology alliances, product management/marketing, technical/solution marketing, or technical sales enablement role at Software and/or SaaS technology provider.
• 5+ years of experience in managing cloud alliances, with demonstrable joint go-to-market execution impact at scale via sell-with models.
• Strong technical acumen in the Cybersecurity or Data industries.
• Data driven with strong analytical skills to constantly measure KPIs.
• Ability to work independently, establish priorities, and demonstrate good judgment.
• Highly collaborative, with proven ability to drive cross-functional alignment and influence without authority.
• Strong writing and presentation skills.

Requirements

• Experience with AWS and/or strategizing differentiated integrations for Cloud/Data/AI security is a strong plus.
• Ability to forecast co-sell motion alliance revenue, with strong Salesforce.com skills.
• Smart, analytical (with attention to details), creative, driven, and with a get-it-done attitude.
• Ability to communicate and influence both an executive and technical executive audience interchangeably.
• Able to distill complex concepts into clear, customer-centric narratives.

Benefits

• Ability to work remotely, with office setup reimbursement.
• Unlimited PTO.
• Paid holidays and sick time.
• Health, vision, and dental insurance.
• Life, short and long-term disability insurance.