Job Summary:

This Cybersecurity Partnership leader with a strong alignment to the Advisory Alliance Leader, is responsible for developing and executing the overall alliance strategy, identifying and onboarding high-value partners (including technology vendors, system integrators, cloud providers, GSIs, MSPs/MSSPs, and ISVs), and driving partner-sourced revenue growth. The ideal candidate will leverage deep expertise in cybersecurity alliances to foster mutually beneficial relationships, align joint go-to-market initiatives, and ensure partnerships deliver measurable business impact, including lead generation, pipeline influence, and revenue attainment. 

Job Duties:

Partnership Strategy and Development 

Defines and executes a comprehensive multi-year alliances strategy aligned with the cybersecurity practice’s growth objectives and revenue targets.  Identifies, evaluates, and prioritizes potential strategic partners that complement our cybersecurity offerings, focusing on co-sell, co-market, and co-build opportunities.  Leads partner onboarding, including negotiation of agreements, establishment of governance models, and development of joint business plans. 

Relationship and Partner Management 

Serves as the primary point of contact for key partners, building and maintaining strong executive-level relationships both internally and externally.  Facilitates effective communication, proactively diagnose partnership challenges, and propose innovative solutions to enhance alliance health and value.  Organizes and leads Quarterly Business Reviews (QBRs), status meetings, and joint planning sessions to ensure alignment on objectives, KPIs, and deliverables. 

Revenue and Go-to-Market Execution 

Drives partner-influenced and partner-sourced revenue through collaborative sales tactics, deal registration, pipeline management, and joint marketing initiatives.  Collaborates with sales, marketing, and operations teams to enable partners, track progress on milestones, and monitor financial metrics (e.g., revenue, margins, incentives).  Develops internal guides, training programs, and advocacy efforts to educate leadership and teams on partner types, priorities, expected outcomes, and success metrics. 

Risk Management and Reporting 

Proactively identify and mitigate risks/issues impacting partnerships, escalating as needed and coordinating resolutions with relevant stakeholders.  Tracks and reports on partner performance, including phase timelines, resource utilization, and key metrics, to senior management.  Partners with sales operations to establish measurement frameworks, operational processes, and tracking for the overall partnership strategy. 

Qualifications, Knowledge, Skills and Abilities:

Education:

High school diploma or GED equivalent, required Bachelor’s degree with a focus in Cybersecurity / Information Security, Technology, preferred 

Experience:

Twelve (12) years of experience in strategic alliances, partner management, or business development, with a strong focus on cybersecurity ecosystems (e.g., technology vendors, cloud platforms, GSIs, MSPs/MSSPs), required Proven track record of building and scaling partnership programs in fast-paced, high-growth environments, including experience with startups and rapid-growth companies, required Demonstrated success in driving revenue through partnerships, including negotiating complex agreements and achieving multi-million-dollar outcomes, required Familiarity with tools such as partner relationship management (PRM) platforms, and deal tracking systems, preferred.  Deep understanding of cybersecurity market trends, partner ecosystems, and go-to-market strategies, preferred 

Other Knowledge, Skills & Abilities:

Exceptional relationship-building and stakeholder management skills, with experience aligning diverse internal and external teams.  Strong strategic thinking, financial acumen, and analytical abilities to measure and optimize partnership performance.  Excellent communication and presentation skills, including the ability to influence senior executives and facilitate cross-functional collaboration.  Ability to thrive in a dynamic, time-sensitive environment with a results-oriented mindset.  Capacity to work in a deadline-driven environment while handling multiple projects/tasks simultaneously with a focus on details Capable of successfully multi-tasking while working independently or within a group environment Capable of working well under pressure while dealing with unexpected problems in a professional manner Excellent interpersonal and customer relationship skills Must have excellent organizational and multi-tasking skills

 

Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate’s qualifications, experience, skills, and geography. 

California Range: $240,000 - $350,000 
Ohio Range: $240,000 - $350,000 
Colorado Range: $240,000 - $350,000 
Illinois Range: $240,000 - $350,000 
Maryland Range: $240,000 - $350,000 
Massachusetts Range: $240,000 - $350,000 
Minnesota Range: $240,000 - $350,000 
New Jersey Range: $240,000 - $350,000 
NYC/Long Island/Westchester Range:  
Ohio Range: $240,000 - $350,000 
Vermont Range: $240,000 - $350,000 
Washington Range: $240,000 - $350,000  
Washington DC Range: $240,000 - $350,000