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Senior Alliance Manager – GSI

Hyderabad, India · Full-time

About The Position

As an Senior Alliance Manager will have responsibility to manage Global System Integrators partnerships for Aqua Security. You will have the opportunity to deliver on a strategy to build mind share and broad use of Aqua Platform with your partners. You will manage strategy, sales, go-to-market, enablement, operations, and executive relationships to drive adoption and revenue for Aqua Security. You will build a critical mass of interest & enthusiasm for Aqua's technology & product offering, and help to establish Aqua as the 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. 

 

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


Requirements

  • 10+ years of experience in a customer and or partner facing roles, sales and business development background
  • Few years of consulting experience desired
  • Recent familiarity or hands-on experience with:
  • Container Technology (Docker, OpenShift, Kubernetes, PCF)
  • Cloud computing environments (AWS, Azure, and Google Compute)
  • Security Software and other core infrastructure software like VMware
  • DevOps eco-system: CI/CD tools, open source tools like Jenkins
  • Knowledge of general security practices & DevSecOps
  • Experience working with leading GSIs such as TCS, Cognizant, Wipro, HCL and other global partners 
  • Ability to recruit, enable and drive business with partners 
  • Experience working effectively across internal and external organizations
  • Strong verbal and written communications
  • BS degree or equivalent experience required

Up to 40% travel is expected. The ideal candidate will be located in Hyderabad, India

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