Senior Alliance Manager, Cybersecurity

Job summary

We’re looking for a Senior Alliance Manager to own and grow a set of strategic alliances across the email security and broader cybersecurity ecosystem. This is an individual contributor role focused on generating and influencing pipeline. You’ll build the alliance strategy for each of your partners, run partner enablement, map accounts with partner teams, find co-sell opportunities and support co-sold deals through close.

Your alliances are your business. You set the strategy, drive the plan and own the results. We want someone who runs their partner portfolio like a GM, not someone who just coordinates it. You’ll own the full partner strategy for every account in your book, from co-build to co-market to co-sell, and you’ll be the person leadership turns to for how each alliance is doing and where it’s going.

What you will do

Partner Strategy & Planning

• Build and own the full alliance strategy for each partner in your book: co-build (integrations and joint solutions), co-market (campaigns, events and content) and co-sell (field alignment and joint pursuits).
• Build joint business plans with partners that set clear targets for sourced pipeline and bookings, and hold both sides accountable to them.
• Decide where to invest your time and resources across your book based on revenue potential and strategic value.

Pipeline Generation

• Run account mapping with partner sales teams to find shared customers and prospects, and spot where Valimail can attach, expand or displace.
• Find, qualify and register co-sell opportunities, and get them to the right Valimail sellers quickly.
• Design and deliver partner enablement (training, sales plays, playbooks and certifications) so partner sellers can position Valimail with confidence.
• Launch joint campaigns and go-to-market plays that create net-new pipeline.

Co-Sell & Deal Support

• Support co-sold deals from first conversation to close. Align partner and Valimail account teams, handle partner procurement and marketplace motions, and clear anything that slows a deal down.
• Be the go-to person for partner-related deal issues and escalations.

Account Health & Cross-Org Alignment

• Report on the health of each alliance to senior leadership: sourced bookings and pipeline, activity, engagement, risks and your plan to address them.
• Find gaps in cross-org support across sales, marketing, product, customer success and legal. Fix what’s broken and improve what’s working.
• Bring partner feedback to product and marketing to shape the roadmap, integrations and messaging.

DigiCert Collaboration

• Work with DigiCert’s alliance, channel and field teams to bring Valimail into DigiCert partner relationships, and DigiCert into yours.
• Find ways to package and position combined Valimail and DigiCert offerings that make us more valuable to shared partners.
• Help shape how Valimail and DigiCert go to market together across the partner ecosystem.

What you will have

• Exceptional at building trusted relationships with partner sales teams
• A reputation for reliability, following through on commitments and closing the loop without needing reminders
• Highly structured and organized, with a clear plan for your book, a current CRM and accurate forecasts
• Executive presence and business sense, with the confidence to present account health and recommendations to senior leaders internally and at partners
• A proven ability to influence without authority across sales, marketing, product and partner organizations.
• A track record of sourcing bookings through partners, with numbers to back it up, including carrying a number on partner-sourced revenue
• Experience running the full alliance motion end to end: joint solution development, co-marketing and co-selling
• Hands-on experience with account mapping and co-sell programs
• Solid knowledge of the email security and cybersecurity landscape

Nice to have

• Familiarity with email authentication (DMARC, SPF, DKIM) is a strong plus
• Existing relationships with email security vendors
• Experience with cloud marketplace transactions and private offers
• Experience working in a matrixed or post-acquisition organization

Valimail Benefits

• Competitive compensation and comprehensive health, dental, and vision coverage 
• Retirement savings programs with company matching (401(k) or RRSP) 
• Generous paid time off, including holidays, and vacation 
• Paid parental leave and family support benefits 
• Life and disability coverage 
• Flexible spending and health savings options (where applicable) 
• Health and wellness support, including gym reimbursement and wellness programs 
• Employee Assistance Program with 24/7confidential support for employees and families 
• Education assistance and professional development opportunities 
• Access to LinkedIn Learning and continuous learning resources 
• Employee referral bonus program and additional company perks and discounts 
• Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
• Business travel insurance and global employee support programs 

To protect candidate information and maintain a secure hiring process, all applications must be submitted through our careers portal. Resumes or CVs sent directly via email will not be reviewed or considered.

Valimail is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, Valimail prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.

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