International Alliances & Channel Manager

Summary

We are seeking an accomplished International Alliance Manager, with a deep understanding of the cybersecurity landscape to accelerate international growth.  In this role, you will be responsible for building, nurturing, managing, and scaling our traditional Channel Go-to-Market (GTM) ecosystem—including value-added resellers (VARs), managed service providers (MSPs), and technology referral partners—while concurrently managing key strategic ecosystems (such as cyber insurance, legal counsel, and breach coaches).

This is a pivotal role requiring equal parts strategic thinking and execution muscle. You will not just manage existing programs; you will actively hunt for new indirect revenue streams, design creative partner frameworks, and serve as a dedicated Channel Account Manager to drive pipeline velocity.

The Alliance Manager will deliver targeted growth initiatives for assigned partners and collaborate with leadership on completion of assigned projects that support overall international growth and service excellence objectives.

Responsibilities

1.     Channel Ecosystem & Partner Development

·       Build & Scale Channel GTM: Identify, recruit, and onboard high-performing cybersecurity resellers, supplier/vendors, and technology partners across international markets.

·       Channel Account Management: Act as the primary point of contact for partners, driving enablement, co-selling initiatives, and pipeline generation to achieve mutual revenue targets.

·       Program Strategy: Recruit and optimize partner types and tiers, referral structures, incentives, and deal-registration programs to maximize partner loyalty and engagement.

2. Strategic Alliances & Ecosystem Expansion

·       Multi-Vertical Management: Maintain and deepen existing strategic alliances across the cyber insurance ecosystem (brokers, underwriters, lawyers, breach counsel) and technology alliances.

·       Uncover New Revenue Paths: Maintain a flexible, entrepreneurial mindset to identify and validate non-traditional indirect revenue streams, creative joint ventures, or white-label opportunities, working cross functionally with other teams.

3. Joint Go-To-Market & Enablement

·       Enablement & Training: Sales enablement to partner sales teams, ensuring they can effectively position and sell our cybersecurity services portfolio. Leverage Solution Architect resources to deliver technical training to partners.

·       Co-Marketing & Demand Gen: Collaborate with Channel Marketing to create compelling collateral, joint value propositions, and localized partner campaigns (webinars, roundtables, events).

4. Sales Forecasting & Pipeline Management

·       Quota Ownership: Own and deliver on indirect revenue quotas, partner-originated pipeline targets, and key performance indicators (KPIs).

·       Forecasting & Analytics: Maintain rigorous pipeline hygiene, provide accurate sales forecasts, and deliver localized insights on competitor channel strategies and market conditions.

5. Cross-Functional Collaboration & Governance

·       Internal Alignment: Work closely with Sales, Marketing, Product, and Delivery teams to ensure seamless operational integration, preventing channel conflict with direct sales.

·       Contract & Compliance Management: Architect partner agreements and oversee complex contract negotiations, ensuring profitable, compliant, and mutually beneficial terms.

6. Compliance and Documentation:

·       Ensure all business development activities meet internal needs and policies. Maintain detailed records of activities and contracts in HubSpot. 

Qualifications

·       Education: Bachelor's degree in Business, Marketing, Cybersecurity, or a related field (or equivalent practical experience).

·       Experience: 5+ years of proven success in partner management, channel sales, or alliance roles specifically within the cybersecurity services or SaaS domain.

·       Channel Expertise: Demonstrated track record of managing traditional indirect routes to market (Resellers, Referral Partners, MSPs) and hitting partner-sourced quotas.

·       Strategic Agility: A critical thinker who can shift seamlessly from programmatic channel management to high-level strategic planning for net-new business models.

·       Cybersecurity & Ecosystem Knowledge: Deep familiarity with cybersecurity solutions (MDR, IR, Consulting, etc.). Familiarity with the cyber insurance or legal ecosystem is highly advantageous.

·       Commercial Acumen: Strong negotiation skills with a history of closing complex partner/distribution agreements and managing channel conflict.

·       Soft Skills: Exceptional communication, cross-functional leadership, and relationship-building skills across diverse cultures and international markets.

·       Travel: Willingness to travel internationally as required to support partner events and QBRs.

·       Language Skills: Professional fluency in written and spoken English is required. Professional proficiency or fluency in French, German, or Spanish is highly desirable and strongly preferred to support our international market expansion. 

Beazley Security Offers (UK)

• Competitive salary and bonus. 
• Fully remote work opportunity.
• Competitive salary with a commission structure.
• Flexible working arrangements to support balance.
• Generous parental leave to support your family.
• Private healthcare for your peace of mind.
• A strong pension scheme to help secure your future.
• A lifestyle allowance to enhance your well-being.
• Life insurance and long-term disability coverage for added security.
• Opportunities to grow through career advancement and ongoing training.
• Access to industry conferences and events for professional development.