menlosecurity - Alliance Manager
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Requirements
• BA, BS (or equivalent work experience), MBA preferred • 8+ Years’ experience in Sales Leadership – Account or Channel Management • Proven experience in the management of large global accounts • Cisco and/or Google Cloud experience preferred • Channel experience including selling with or managing channel partners is preferred • Demonstrated history of managing quota bearing sales or channel teams • Industry knowledge of security product market trends and directional awareness of Menlo Security's roadmap and technology development efforts. • The role calls for knowledge of competitive security products. • Knowledge of how to deliver comprehensive security solutions to Menlo’s customer base, and maintain a general understanding of competitive selling strategies. • Demonstrated ability to work in a virtual and matrix environment • Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment • 25% Travel with ability to travel internationally • Strong communication (written and verbal) and presentation skills • "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business
Responsibilities
• The Alliance Manager is regarded as being highly strategic to the company and the Public Cloud initiative in regards to strategy, influence and execution. The Alliance Manager is required to contribute to the larger Menlo Security's alliance strategy outside of their day to day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other engagement activities. It is expected that the Alliance Manager has consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the “sell with” activities with Cisco and Google Cloud. The Alliance Manager will demonstrate a deep understanding of Cisco and Google Cloud go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management. • Manage all joint sell with and go to market activities with Cisco and Google Cloud • Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports • Facilitate co-selling opportunities, account mapping and other sales engagements between Menlo Security's field sales and the Cisco and Google Cloud sales teams • Support Menlo Security's field sales organization on engagement management with Cisco and Google Cloud. • Assist with providing content for Cisco and Google Cloud training curriculum and sales enablement • Coordinate activities and have involvement with Cisco and Google Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of partner strategy • Develop annual strategic plan and performance goals for Cisco & Google Cloud • Provide support and coordination for channel activity with Cisco and Google Cloud • Understand and articulate Cisco and Google Cloud provider’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision. • Provide an escalation point for pre-sales and post sales issues for any activity with Cisco and Google Cloud • Build and maintain relationships with key personnel in Cisco and Google Cloud to solidify Menlo Security's standing and awareness within the provider and to assist in the development of key relationships with the extended Menlo Security's cloud team and executives • Direct engagement and partner relationships are a critical part of this role • Help provide insight in the support of Cisco and Google Cloud events and attend/participate in the events • Provide support in the form of expertise and training for Menlo Security's field sales enablement
Benefits
• Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.
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