Cloud Alliances Manager

Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com.

Job Description:

Darktrace is seeking a the role of Cloud Alliances Lead - Americas. You will report to the Global VP, Strategic Alliances with a phenomenal opportunity to help develop and deliver on Darktrace’s multi-cloud strategy to support our customers on their security journey.

Darktrace’s relationship with cloud providers is critical to our long-term growth and you will help us design and implement a successful scalable co-sell strategy which would include enablement and programs. You will partner with the VP Sales and VP Channel and collaborate very closely with cross-functional teams to maximize our relationships with AWS and Microsoft to grow revenue streams through our Partner Ecosystem as force-multipliers.

Responsibilities: 

• Serve as the point of contact for our Americas AWS and Microsoft partnerships including executive engagements and account team management.
• Develop and execute strategy, objectives and initiatives to achieve growth and revenue metrics
• Create and effectively manage pipeline and reporting on opportunities and programs 
• Lead in the management of GTM activities with AWS and MS 
• Manage and grow Darktrace channel partner strategy via marketplace 
• Expand and elevate relationships within AWS and MS; Forge new relationships at the sales leader and business unit level promoting Darktrace 
• Identify and execute against new programs and growth initiatives that benefit both Darktrace and Channel Partners and collaborate on the development of new use cases and integrations 
• Develop a plan for incremental growth through the Cloud Marketplaces leveraging the channel and MSSP partner ecosystem with a regular update of that plan and its results
• Work across marketing and channel teams to develop GTM co-sell motions and demand generation programs with AWS and MS. 
• Assist in business justification and plan for product and certification roadmap  
• Work in alignment with Darktrace global alliance teams to manage Darktrace’s external brand within AWS and MS.   

Requirements: 

• Extensive experience working in roles that require quota attainment and key performance metrics 
• Clear communication skills and experience articulating complex concepts to cross-functional teams and key stakeholders 
• Good executive presence, you can command a room while presenting or discussing strategic ideas 
• Ability to build crisp presentations that communicate Darktrace/Cloud Alliance value to internal/external stakeholders 
• Ability to build relationships easily with others and can do so over remote forms of communication 
• An executor who gets things done in an efficient manner and with high-quality, often in creative ways
• Motivated self-starter with the ability to work in a fast-paced dynamic environment and learn quickly  
• Bachelor’s degree
• Comfortable with travel - we expect members of our Global Partner Organisation to 'walk the halls' of both Cloud and Channel Partners.
• OTE $210,000-$250,000 (80/20 split)

Benefits:

• 100% medical, dental and vision insurance, plus dependents

• Paid parental leave

• Pet insurance Discount

• Life insurance

• Commuter benefits

• 401(k)

• Employee Assistance Program