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Global System Integrator Alliance Manager

Burlington, MA US · Full-time · Intermediate

About The Position

Join the rapidly growing market of Container Security. At Aqua Security, founded by IT security veterans, we recognize that application containers present the next major development in datacenter technology. Containerized environments create a new opportunity to reinvent application security – more effectively and efficiently than ever. 

The GSI Alliance Manager will have worldwide responsibility to manage GSI Partnerships for Aqua Security. This person will manage strategy, sales, go-to-market, enablement, operations, and executive relationships to drive adoption and revenue for Aqua Security by leveraging these partnerships.

 

Responsibilities

You will be responsible to drive the success of Aqua’s partnerships with specific GSI partners and to ensure Aqua is promoted by the partner to their accounts. Specifically: 

  • Develop and implement the partnership strategy, including strategic sales and go-to­ market plan
  • Develop and manage partner enablement programs, and collaborate with the channel team to ensure the partners are enabled and ready to sell Aqua solutions
  • Develop and manage programs to maximize revenue, touch, and influence with the partner
  • Engage in business development and ongoing partner success
  • Be accountable for partner sales quotas and partnership P&L
  • Develop and actively maintain partner sales forecasts across assigned accounts and lines of business
  • Measure and report results of partner plan execution
  • Identify areas for improvement and act to implement positive change
  • Manage development and execution of external and internal partner communications plans

 

In this role, you will build a critical mass of interest & enthusiasm for Aqua's technology & product offering, and help to establish Aqua as the container security standard for cloud native security within the strategic partners worldwide. You will work with your partners to help target, identify, recruit and sell-to customers that are building applications using cloud native technologies.

 

Requirements

Who are we looking for?

The ideal person will have an existing network of partner contacts at the key GSIs that they can call upon to help grow and expand Aqua’s presence. This person will have excellent communication & negotiation skills to drive this channel. This person can multi-task, is self-motivated, while still interacting well with a team; is highly organized with high energy level and can-do attitude.

 Requirements

  • Experience working with leading GSIs such as TCS, Cognizant, Accenture, Wipro, HCL and other global partners
  • Ability to recruit, enable and drive business with partners
  • Recent familiarity or hands-on experience with: Container Technology (OpenShift, Kubernetes, PCF), Security Software and other core infrastructure software like VMware and public cloud infrastructure (AWS, Azure, GCP)

Experience

This candidate will typically have 5-10 years of experience working with GSI partners with a demonstrated revenue attribution with these partners. The ideal candidate will be located in Burlington, MA.

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