Cyber Alliance Partnership Managing Director

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