Senior Alliance Manager Cybersecurity / Cybersecurity Sales

Please note -

What Youll Do:

• Develop and execute a strategic alliance sales plan to drive revenue through partners in targeted geographies and industry verticals.
• Identify, recruit, and onboard new alliance partners, including MSSPs, VARs, GSIs, and technology partners.
• Manage and strengthen existing partner relationships to align with FireCompass’s growth goals.
• Build and implement partner enablement programs such as training sessions, playbooks, joint marketing campaigns, and technical certifications.
• Work closely with the direct sales team to align alliance and direct go-to-market strategies.
• Collaborate with marketing to design and launch joint demand generation initiatives that build a strong partner pipeline.
• Negotiate partnership agreements and ensure contractual compliance across all engagements.
• Monitor, analyze, and report on partner performance metrics including pipeline contribution, deal registration, win rates, and revenue impact.
• Represent FireCompass at industry conferences, partner events, and joint customer engagements.
• Stay informed on market trends, competitive alliances, and evolving partner business models to ensure a proactive strategy.
  

What We’re Looking For

• 7–12 years of experience in alliance sales or alliance/channel management, with at least 5 years in the cybersecurity or SaaS industry.
• Demonstrated success in building and scaling partner ecosystems in enterprise technology environments.
• Experience managing MSSP, GSI, VAR, and distributor relationships.
• A well-established network of partners in target regions and verticals.
• Deep understanding of cybersecurity sales cycles, partner business models, and GTM strategies.
• Exceptional relationship-building skills, both externally with partners and internally across cross-functional teams.
• Strong negotiation skills and experience managing contracts and agreements.
• Ability to collaborate effectively with sales, marketing, product, and technical stakeholders.
• Proficiency in CRM tools (Salesforce preferred) and partner management platforms.
  

Nice-to-Have Qualifications:

• Experience working with AI-driven security solutions.
• Background in a startup or high-growth technology company.