Cloud Alliance Director | Remote, USA
This position will be fully remote and can be hired anywhere in the continental U.S.
We are seeking a highly motivated and experienced Cloud Alliances Director to join our growing team. In this pivotal role, you will be responsible for defining, developing, and executing our cloud alliance strategy with major cloud service providers (CSPs) such as AWS, Microsoft Azure, and Google Cloud Platform. You will be instrumental in driving revenue growth, market share, and solution adoption through these critical partnerships.
Reporting directly to VP, Partners & Alliances - Modern Channel, you will lead a hungry and humble team, guiding their efforts to achieve shared objectives and foster strong, productive relationships with our cloud partners. You will set and maintain high-standards, challenge everything, and have a lot of fun doing it. This is a strategic leadership position that requires a deep understanding of the cloud ecosystem, cybersecurity landscape, and channel sales.
How you'll make an impact
- Strategic Alliance Management: Develop and execute comprehensive alliance strategies with key CSPs (e.g. AWS, Azure, GCP) to drive mutual business growth and market expansion.
- Evangelize Optiv's cloud security capabilities throughout our leadership, field teams, security ISVs, and cloud alliances.
- Identify new opportunities for engagement with our cloud alliances and ISV partners to develop, market, and sell differentiated security solutions around Cloud and AI.
- Collaborate to build systems and processes to ensure Optiv's sales teams are aligned and up-to-date on Optiv's capabilities and cloud security and AI use cases evolve.
- Relationship Building: Cultivate and maintain strong, executive-level relationships within our strategic CSP partners, identifying key stakeholders and fostering collaboration across all levels.
- Program Development: Design, implement, and manage alliance programs, including joint marketing campaigns, sales enablement initiatives, and technical integrations, to maximize partner engagement and effectiveness.
- Team Leadership: Lead, mentor, and develop a team of direct reports, fostering a high-performance culture and ensuring the team's alignment with overall alliance objectives.
- Performance Monitoring & Reporting: Establish and track key performance indicators (KPIs) for alliance effectiveness, providing regular reports to senior leadership on progress, challenges, and strategic recommendations.
- Market Insight: Stay abreast of industry trends, competitive landscapes, and CSP roadmaps to identify new opportunities and inform our cloud security strategy.
- Cross-Functional Collaboration: Work closely with sales, marketing, solution architects, and professional services teams to ensure seamless execution of alliance initiatives and optimal customer outcomes.
- Contract Negotiation: Assist in the negotiation and management of alliance agreements, ensuring favorable terms and conditions for the company.
What we're looking for
- Bachelor's Degree from four-year college or university in Computer Science, Electrical Engineering, Computer Engineering, or Management Information Systems or related area of study; or 8 or more years related experience and/or training; or equivalent combination of education and experience required.
- Minimum 8 years of security technology experience.
- Strong written and verbal communication skills required. Must be able to communicate technical details in a clear, understandable manner to multiple levels of an organization.
- Customer-oriented focus with a strong interest in client satisfaction required.
- Strong understanding of security technologies and vendor landscape as well as emerging trends in the security ecosystem.
- Demonstrated ability to learn new technology or concepts very quickly required.
- Demonstrated outstanding time management, independent work and organizational skills required.
- Self-starter, with a strong interest in technology and a desire to learn.
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What you can expect from Optiv
- A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. "Optiv Chips In" encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.
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