Illusive-Director Global Alliances

About The Position

Illusive is a fast-growing, well-funded, profit-making startup in the cybersecurity space with an amazing product and a vibrant culture. 

We design and develop solutions that allow enterprise companies to proactively reduce attack risk and stop advanced threats. Illusive also improves cloud security, SOC efficiency, and security compliance. Illusive has never been beaten by a red team!

Our customers are among the largest Fortune 500 companies and our ARR is growing 40–50% annually.

At Illusive, we’re passionate, we’re innovative, and we work and think collaboratively. Everyone is invited to offer input and new ideas and to ask questions, regardless of their position.

The Director, Global Alliances is responsible for indirect go-to-market strategy, operations, and revenue, all partner-based routes to market are in scope, including Technology Partners and System Integrator.

 Reporting to the CRO, the Director of Global Alliances, as an individual contributor, will have the primary responsibility to contribute centrally to the growth of the sales business units by accelerating the scale and performance of our channel ecosystem. This leader is responsible for leading overall partner strategy and driving the execution of channel-centric GTM programs across our portfolio of security solutions. This role is a front line level general management role that is a high impact, quota-carrying, sales management position that plays an integral role in the success of the overall field team and

Your Responsibilities

• Develop and implement the overall Alliance global strategy for the field and individual responsibility for the Americas.
•  Collaborate with field sales teams to provide partners that add value to our current and prospective customers, identify incremental opportunities and assist in current sales pursuits.
• Define a go-to-market strategy for a small but very active portfolio of strategic technology partners.
• Develop business plans with each partner and ensure their successful execution.
• Create and drive alliance programs, including assisting with program definitions, oversight, pricing, and resources.
• Work cross-functionally to develop alliance marketing programs, an enhanced partner portal, partner product certifications and training, collateral, etc.
•  Drive interlocks and strategic account planning between channel, field sales, specialists, engineering, marketing and professional services.
• Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, collaboration, teamwork, and best practice sharing.
• Run weekly forecasting processes to provide visibility to Illusive’s GTM leadership pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.

Requirements:

• The ideal candidate will have 5 plus years prior alliances leadership experience in Enterprise Software (including Enterprise SaaS) driving partner revenue and growth with key Systems Integrators and Business partners through an enterprise sales force.
• Strong leadership and knowledge of Security Ecosystem and experience with channel partners, GSI’s, and end-customers in a dynamic software environment
• Ability to thrive in a fast-paced, high-growth environment – Startup experience as a channels manager – A must. 
• Must be a team player who is goal-oriented and confident, with aptitude and desire to build a high-performing business. 
• You must demonstrate an ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others. 
• Strong capability in building and executing alliance strategies by segment and geography, creating and presenting sales plans, setting milestones, measuring performance, and being accountable for results to executive management.