Alliances Lead | US

About the company

We are a cyber security company that is on a mission to make the internet a safer place. We do this by delivering tooling and services related to an international standard, DMARC. Our technology enables organisations to protect their staff, customers, suppliers, and the whole world from email spoofing and impersonation attacks on their domains.

We’re a fully remote company with the majority of our builders working out of South Africa and sales teams in the Netherlands, the US, Latin America, Australia and the UK.

Mission

Own and scale the company’s vendor alliances across the US, turning strong partner relationships into a growing, predictable source of pipeline and revenue.

Why This Role Exists

Alliances multiply what a sales team can do alone. Our vendor partners’ field teams meet organisations with DMARC gaps every day, and vendor alliances are already one of our strongest go-to-market motions in the Americas. The upside is in how far they spread.

You’ll take that motion from the partner reps already engaged to broad regional participation, with the enablement, relationships and events that make the company the obvious answer when a partner rep spots an opportunity. You’ll work closely with our Director of Channel and Alliances, the North America sales team and Marketing, and have real say in how our alliance programme grows.

Outcomes

The four core outcomes this role is accountable for

• Scale Vendor Alliances

Grow alliance-attributed pipeline and revenue across the region. Widen engagement from a small group of AEs and Sales Managers to broad participation, through joint account mapping, deal registration and targeted outreach to accounts with DMARC gaps.

• Enablement

Build the training, battlecards and joint messaging that let partner reps identify and qualify DMARC opportunities on their own.

• Regional Presence

Build lasting relationships with partner Sales Managers, channel reps, SDRs and marketing counterparts, so the company is a known participant in their regional sales cadence and event calendar.

• Events and Content

Represent the company at partner events, from Black Hat and RSA to regional events, and keep a regular content cadence going with Marketing.

Who We’re Looking For

You’re a relationship builder who gets energy from helping another company’s reps win. You know an alliance works when the partner’s team wants you in the room.

You bring the discipline to track what the relationship produces, and the instincts to know when a call will land better than an email. Cyber security experience helps. A record of growing a co-sell motion with a named technology partner matters more, and we’d like to see the numbers.

Competencies

ALLIANCE MANAGEMENT

• Track record of building or scaling a co-sell motion with a named technology partner

• Comfortable with deal registration, joint account mapping and segmented outreach

• Owns a number, and reports pipeline and revenue against quarterly targets

WAYS OF WORKING

• Works fluently with sales, marketing and the partner’s own team to keep the relationship enabled and engaged

• Builds relationships with sales managers, AEs, SDRs and channel reps at the partner

• Happy to travel for events and quarterly business reviews

ENABLEMENT AND CONTENT

• Builds training, battlecards and joint messaging that reps use without help

• Digital marketing or content experience (video, social) is a plus

EXPERIENCE

• 3 to 6+ years in channel, alliance or partner management, ideally in cyber security or B2B SaaS

• Familiarity with the email security and DMARC landscape (Proofpoint, Mimecast, Valimail) is a strong plus

Relationships

Reports to:  Director of Channel and Alliances (US)

Team:  Channel and Alliances (US)

Key Collaborators:  The Director of Channel and Alliances on partner strategy; the North America sales team on co-sell pipeline; Vendor partners’ sales managers, channel reps and marketing counterparts; the company’s Marketing team on content and events

Primary Tools:  HubSpot, Slack