Vice President, Americas Channels & Alliances (US Remote)
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AI Summary
Company Description
Anomali, headquartered in Silicon Valley, delivers the first Intelligence-Native Agentic SOC Platform — unifying a security data lake, the world's largest IOC repository, threat intelligence, and agentic AI into a single modern experience. The platform accelerates detection, investigation, and response, delivering earlier insights, faster action, and scalable modernization across any environment.
Whether augmenting existing tools or delivering complete SOC capabilities end-to-end, Anomali empowers security teams to operate faster, smarter, and with confidence.
Beyond Detecting. Start Deciding. Start Acting.
Learn more at www.anomali.com
Position Description
Anomali is seeking a Vice President, Americas Channels & Alliances to lead and scale our indirect go-to-market ecosystem across North America. Reporting directly to the Chief Commercial Officer, this leader will be responsible for developing and executing a comprehensive channel and alliance strategy. Anomali delivers the first Intelligence-Native Agentic SOC Platform — unifying a security data lake, the world's largest IOC repository, threat intelligence, and agentic AI into a single modern experience. The platform accelerates detection, investigation, and response, delivering earlier insights, faster action, and scalable modernization across any environment.
Whether augmenting existing tools or delivering complete SOC capabilities end-to-end, Anomali empowers security teams to operate faster, smarter, and with confidence.
Beyond Detecting. Start Deciding. Start Acting.
Role Overview
The Vice President will build and lead a high-performing partner organization encompassing distributors, value-added resellers (VARs), managed security service providers (MSSPs), systems integrators, cloud marketplace partners, hyperscalers, and strategic technology alliances. This individual will serve as a key member of the Commercial Leadership Team and will work cross-functionally to drive partner-sourced and partner-influenced revenue while creating scalable routes to market for Anomali's platform and solutions.
This is a highly visible leadership role requiring a proven track record of building partner ecosystems, driving revenue through indirect channels, and developing executive-level relationships across the cybersecurity market. The successful candidate will help shape Anomali's ecosystem strategy to accelerate customer adoption of AI-powered security operations and next-generation cyber defense capabilities.
Key Responsibilities
Channel Strategy & Revenue Growth
- Develop and execute the Americas channel and alliance strategy aligned with Anomali's corporate growth objectives.
- Build a scalable and predictable partner business that contributes significantly to pipeline generation, bookings, and revenue growth.
- Establish annual business plans, revenue targets, and growth initiatives across all partner segments.
- Identify and prioritize strategic partnerships that accelerate customer acquisition, market expansion, and competitive differentiation.
- Own partner-sourced and partner-influenced revenue objectives across the Americas.
Partner Ecosystem Development
- Recruit, develop, and grow a high-performing ecosystem of distributors, VARs, MSSPs, systems integrators, cloud partners, and technology alliances.
- Establish executive-level relationships with key partners and act as Anomali's senior sponsor within strategic accounts.
- Create and maintain a disciplined operating cadence including business reviews, joint planning sessions, pipeline reviews, and executive engagement.
- Drive partner activation, productivity, and long-term growth through structured engagement and measurable performance metrics.
Go-to-Market Execution
- Partner closely with Sales leadership to drive joint account planning, pipeline development, and co-sell motions.
- Develop repeatable partner-led and partner-assisted sales motions that increase market coverage and accelerate deal velocity.
- Collaborate with Marketing to create and execute joint demand generation, awareness, and partner marketing programs.
- Expand participation in cloud marketplaces and strategic alliance programs to create additional routes to market.
- Develop strategic partner motions that accelerate customer adoption of Anomali's AI-powered Security Operations platform, Threat Intelligence solutions, and emerging AI capabilities.
- Partner with MSSPs, systems integrators, cloud providers, and strategic alliances to create differentiated AI-driven services, offerings, and joint solutions.
- Drive cloud marketplace growth initiatives across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace.
- Expand co-sell and co-innovation motions with hyperscalers and strategic technology partners to increase market coverage and accelerate customer acquisition.
Partner Enablement & Programs
- Lead the development of partner programs, incentives, enablement frameworks, certifications, and growth initiatives.
- Ensure partners are equipped to effectively position, sell, and support Anomali solutions.
- Drive partner readiness across sales, technical, services, and customer success functions.
- Establish scalable onboarding and development programs that accelerate partner productivity.
Leadership & Organizational Development
- Build, lead, and mentor a high-performing channel and alliances team.
- Establish clear performance metrics, accountability, forecasting discipline, and operational excellence.
- Foster a culture of collaboration, execution, and customer-centricity across the partner organization.
- Provide regular business reviews and strategic recommendations to the Chief Commercial Officer and executive leadership team.
Cross-Functional Collaboration
- Partner with Product Management to provide market and partner feedback that influences product strategy and roadmap priorities.
- Work with Sales Operations, Finance, Legal, and Marketing to optimize partner engagement models and operational processes.
- Ensure alignment between channel strategy and broader company go-to-market initiatives.
Qualifications & Experience
Required
- 15+ years of experience in channel sales, alliances, business development, or partner leadership within cybersecurity, enterprise software, cloud, or data analytics markets.
- 8+ years of leadership experience building and managing high-performing channel organizations.
- Proven success developing and scaling partner ecosystems that drive measurable revenue growth.
- Extensive experience working with distributors, VARs, MSSPs, systems integrators, cloud partners, and technology alliances.
- Strong understanding of enterprise cybersecurity markets, including security operations, threat intelligence, SIEM, cloud security, AI-driven security, or related technologies.
- Demonstrated success leading executive-level partner relationships and complex commercial negotiations.
- Experience developing partner-sourced and partner-influenced revenue models and managing against growth targets.
- Strong executive presence, communication skills, and business acumen.
- Experience building and scaling cloud marketplace and hyperscaler partnerships including AWS, Microsoft Azure, and Google Cloud.
- Demonstrated success driving partner-led adoption of SaaS, AI, data, cybersecurity, or platform-based solutions.
- Experience developing ecosystem-led growth strategies that increase partner-sourced pipeline, partner-influenced revenue, and customer acquisition.
- This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US.
Preferred
- Experience working within high-growth cybersecurity organizations.
- Familiarity with SaaS, platform, and consumption-based business models.
- Experience building strategic alliances that support enterprise sales motions and customer acquisition.
- Established relationships across the North American cybersecurity partner ecosystem.
- Experience leading partner ecosystems focused on AI-driven Security Operations, Security Analytics, Threat Intelligence, SIEM, XDR, or related cybersecurity technologies.
- Established executive relationships across major cybersecurity, cloud, and managed services providers.
- Experience building strategic alliances that support platform consolidation, managed services, and AI-enabled security transformation initiatives.
Key Competencies
- Strategic leadership and vision
- Revenue growth orientation
- Partner ecosystem development
- Executive relationship management
- Commercial negotiation and business acumen
- Cross-functional leadership
- Organizational development and team building
- Operational excellence and forecasting discipline
- Strong communication and executive presence
- High accountability and ownership mindset
- AI Security and Security Operations market expertise
- Cloud marketplace and hyperscaler partnership development
- Ecosystem-led growth strategy
- Partner program innovation and transformation
- Services and managed security go-to-market leadership
What Success Looks Like
First 6 Months
- Complete a comprehensive assessment of the Americas partner ecosystem and establish a three-year channel and alliance growth strategy aligned with corporate objectives.
- Develop executive engagement plans with the top strategic distributors, VARs, MSSPs, systems integrators, hyperscalers, and technology alliance partners.
- Launch an enhanced operating cadence including quarterly business reviews, executive sponsor programs, pipeline reviews, and joint account planning.
- Increase partner-sourced and partner-influenced pipeline contribution across priority regions and segments.
- Expand cloud marketplace participation and strategic alliance engagement.
- Establish partner performance scorecards, forecasting discipline, and measurable productivity metrics.
First 12 Months
- Deliver measurable year-over-year growth in partner-sourced and partner-influenced pipeline and bookings.
- Increase the number of active revenue-producing partners across strategic segments.
- Launch enhanced partner enablement, certification, and activation programs aligned to AI-driven Security Operations.
- Expand co-sell motions with MSSPs, global systems integrators, cloud providers, and technology alliance partners.
- Improve partner productivity and pipeline conversion through structured business planning and joint go-to-market initiatives.
- Increase marketplace-driven opportunities and indirect revenue contribution.
Long-Term
- Channel and alliance partnerships become a significant and predictable driver of company bookings, pipeline, and revenue growth.
- Anomali is recognized as a preferred AI Security Operations, Threat Intelligence, and Security Analytics partner across the cybersecurity ecosystem.
- Strong executive relationships are established across leading cybersecurity, cloud, managed services, and technology partners.
- A scalable, measurable, and high-performing partner ecosystem drives accelerated customer acquisition, retention, and market expansion.
- Predictable partner-sourced and partner-influenced revenue becomes a core component of Anomali's go-to-market success.
- Strategic partnerships create differentiated routes to market and strengthen Anomali's competitive position within the global cybersecurity industry.
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Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at recruiting@anomali.com.
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