Alliances Manager - Cybersecurity Solutions

Role Summary

We are looking for a dynamic Alliance Manager-Cybersecurity Sales who can drive cybersecurity solution revenues through strong OEM partnerships, strategic alliances, and joint go-to-market motions. The ideal candidate will have hands-on experience in cybersecurity sales, a deep understanding of industry OEM landscapes, and a proven ability to generate business through partner-driven channels.

Key Attributes

• Minimum 5+ years of experience in corporate IT sales with strong exposure to Cybersecurity Solutions/Services.

• Strong experience in managing alliances/OEM relationships and driving revenue through partner ecosystems.

• Proven track record in hunting, new account acquisition, and generating cybersecurity pipeline.

• Experience in closing large, complex cybersecurity deals in collaboration with OEMs.

• Strong understanding of the complete sales cycle from prospecting to closure and revenue recognition.

• Skilled in commercial negotiation, proposal preparation, and handling legal/compliance aspects of deals.

• Ability to work cross-functionally with technical teams, OEM partners, and internal stakeholders.

Responsibilities

• Drive cybersecurity business through strategic alliances and OEM partnerships (e.g., Palo Alto, CrowdStrike, Splunk, Fortinet, Check Point, Cisco, Microsoft, etc.).

• Develop and execute joint GTM plans with OEMs and distribution partners.

• Identify, evaluate, and pursue new cybersecurity opportunities through partner channels.

• Manage and expand relationships with existing OEMs, ensuring alignment on pipeline, enablement, and sales strategy.

• Support direct sales teams with technical and commercial inputs received through OEM engagements.

• Prepare detailed proposals, quotes, and OEM-led solutions as per customer requirements.

• Respond to RFPs/RFQs in coordination with internal teams and OEMs.

• Ensure timely follow-up on proposals, deal progress, order closures, and collections.

• Track competition, pricing trends, OEM programs, incentives, and partner policies.

• Maintain an updated CRM sales funnel, partner dashboards, and regularly participate in sales reviews.

• Achieve quarterly targets across revenue, profitability, and alliance KPIs.

• Attend OEM trainings, certifications, and product update sessions to stay current on cybersecurity solutions and market trends.

Qualifications

• Bachelor’s Degree in any discipline + MBA (preferred) with a proven sales track record.

• Strong background in cybersecurity solution sales and OEM/channel management.

• Demonstrated success in partner-led business growth.