Global Alliance Manager

Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report Contrast recognized for its innovation in Runtime Security

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.

About the Position

The Contrast Security team is seeking an energetic, self-driven enterprise software executive to help build and grow our System Integrator business

In this role, you will oversee and be responsible for recruiting and managing strategic System integrator relationships and revenue growth. You will work closely with Sales teams across our application security software and services solutions to enable and build a pipeline with our most strategic alliance partnerships.

The Global Alliance Manager must possess deep alliance and industry knowledge, be able to influence key decision makers on the Contrast Security value proposition, and our joint ability to deliver long-term value for our mutual customers.  

You will be responsible for increasing our footprint and revenue growth for Contrast Security solutions, establishing us as a trusted IT partner, and facilitating long-term, value-based relationships through direct engagement with decision-makers, strategic account plan development, and personalized, one-to-one marketing. 

Take charge of your future and join our dynamic, motivated Alliance Sales team as we go to market with best-in-class solutions focused on fully automating application security at the speed and scale of DevOps.

Responsibilities

• Develop and maintain excellent relationships with key executives to gain commitment to partnership (recruit)
• Develop and execute global sales strategies and programs in coordination with partner practices and sales teams
• Prepare various vertical market strategies to enhance growth potential
• Manage and interpret partner business models (internal and GTM) and associate knowledge to discover new avenues to revenue within the partnership
• Analyze partner solution requirements and develop solutions to build effective global go-to-market programs that monetize the solutions
• Assist partner's global staff to design sales processes that generate profitable sales in both existing and new business accounts
• Work closely with internal stakeholder teams to build positive relationships and a strong engagement between alliances, field sales teams, and CSM’s
• Ensure compliance with all management reporting requirements and monitor work according to company policies
• Facilitate and measure results of programs executed globally through regular forecasting
• Participate with Alliance partners in various industry events and conferences to enhance partnership engagement and growth in sales
• Maintain and update knowledge on all new technology in business and participate in trainings and professional meetings
• Documents all communication plans and processes and prepares reports to be submitted to senior management
• Establish appropriate cadences to measure the business progress (QBR, etc.)
• Candidates' primary residence (must be located in the ET or CT zones)

Qualifications

• University or Bachelor's degree; advanced degree or MBA preferred
• Typically, 12+ years or more of selling experience at end-user account or partner level
• 5+ years of sales management and leadership experience working with partners and customers
• Experience as a successful account/business manager, selling to CxO and decision-maker level
• Results-driven, self-sufficient, and self-motivated individual with a strong commitment to sales excellence
• Experience working with cross-functional and highly matrixed teams across time zones and geographies
• Deep understanding of the IT industry, competing vendors, and the channel ecosystem. Key elements include competitive positioning and business models
• Understanding of Contrast’s organization & operations and alignment with System Integrator's go-to-market strategies, market segmentation, key programs & initiatives
• Able to communicate the strengths of the company's offerings relative to competition and overcome objections
• Effectively sells company offerings by building strategic relationships with partner senior management, principals, and decision makers; aligning partner and company processes; and promoting company programs and offerings
• Develop strategic plans with the partner to grow Contrast revenue and market share
• Partners effectively with others in the account to ensure coordinated, efficient account management.
• Ability to motivate partner's sales force
• Coordinates and directs efforts across company sales teams
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams

We are focused on building a diverse and inclusive workforce. If you’re excited about this role but do not meet 100% of the qualifications listed above, we encourage you to apply.