Senior Alliance Manager

Senior
Main Location
Baltimore, MD, United States
Open jobs

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio, without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development, to operations, to production.

At Contrast, we pride ourselves on being the best and being the best requires hiring the best. We are looking for a Sr. Alliance Manager to be a part of creating our world-class product. Our ideal candidate is a skilled problem solver and unafraid of challenges. Building the world’s fastest and most accurate application and web security demands a mix of tenacity, passion, and experience. At Contrast, you will find an environment where innovation and success come from creative collaboration. For those who meet these standards, there is no better place to work than Contrast Security.

ABOUT THE POSITION

Contrast Security is currently seeking a Sr. Alliance Manager to join our Strategic Alliances team. The Strategic Alliances team is responsible for driving incremental revenue, joint GTM initiatives, enhanced product value through integrations, and distribution through leading marketplaces. The Sr. Alliance Manager will build relationships and partner with leading cloud providers and software companies within the DevOps and Security landscape. As a member of the Strategic Alliances team you will be measured on driving the mass distribution of Contrast Security products to our alliance user bases and customers. The Sr. Alliance Manager will report directly to the Director of Strategic Alliances.

Responsibilities
  • Own the strategy and go-to-market plan with specific technology partners
  • Identify and recruit technology partners and analyze & explore partner requests/integrations
  • Develop meaningful relationships across all functions with our technology partners including executives, product, engineering, sales, and marketing
  • Identify partner integration points to increase Contrast Security product value and user experience
  • Work with Product and Engineering teams to drive features that optimize partner integrations
  • Build increased technical knowledge on Contrast Security products and partner integration points
  • Create joint go-to-market plans and launches
  • Create & manage supporting marketing collateral for specific partners
  • Work with Sales and Marketing to drive awareness and adoption of partner integrations that improve outcomes for our customers, partners, and Contrast Security
  • Be a member of the Sales team to drive account mapping and co-sell opportunities
  • Work closely with our strategic alliance partners to identify and facilitate partnership opportunities via their platform
  • Represent the voice of alliance partners and orchestrate partner engagement across all internal functions
  • Drive business and technical reviews with technology partners
Qualifications
  • Strong affinity for partner ecosystems and proven track record in building technology partner relationships that are mutually beneficial with non-technical and technical teams
  • Deep understanding of Digital Transformation drivers in the following technology domains and trends: Cybersecurity, AppSec, Agile Development, DevOps, Cloud, DevSecOps, Containers, APIs, Microservices, Serverless, etc.
  • Ability to identify and develop joint value propositions and use cases relevant to developers, security, and operations professionals
  • Problem solving ability and experience to align cross-functional teams - partners, product management, product marketing, corporate marketing, sales, engineering, and legal functions toward common objectives and goals
  • Possess creative and organizational skills with exceptional communication and presentation capabilities
  • Passion for learning and attention to detail
  • Enjoy multi-tasking and juggling several different projects simultaneously
  • Comfortable with ambiguity, such as creating joint GTM plans, driving account mapping & co-sell opportunities, and developing supporting collateral
  • Minimum 5 years of relevant experience
  • Technical background preferred
  • Contract negotiation experience preferred, but not required
Mission
We're a community of women leveraging our connections into top companies to help underrepresented women get the roles they've always deserved. Simultaneously, we work to build truly inclusive hiring processes and environments where women can thrive and not just survive.
Are you hiring? Join our platform for diversifiying your team
Senior Alliance Manager
Contrast Security