Cloud Alliance Manager

Boston, MA US · Full Time

About The Position

Aqua Security is leading the way in cloud native and container security, and is looking for an experienced Cloud Alliance Manager to develop relationships and manage the success of our global partnerships with IBM, Amazon and Microsoft. As the Cloud Alliance Manager within Aqua Security, you will have the exciting opportunity to work with some of the largest vendors in the world, influence Aqua and our partners alike to evangelize aqua and drive meaningful business results. This role is part of Aqua Security’s GTM Marketing team, with close ties to sales, product management and customer success teams.

What you will do:

Lead the day-to-day relationship and business development activities with key partner teams, field teams and Aqua Security field teams globally.
Drive sales alignment between key cloud partners and Aqua Security’s sales team, i.e., joint account planning and execution.
Be the expert in the combined sales messaging, motion, and organizational alignment.
Create and communicate differentiated value propositions and messaging for Aqua Security solutions together with our key cloud partners.
Develop and execute joint programs and activities to generate sales alignment and new customer logos & bookings through co-selling activities with key partners and their individual Marketplaces.
Use internal and external resources to effectively position Aqua Security as a leader/partner of choice within partners.
Own Aqua’s presence on cloud providers’ marketplaces and service catalogs.
Identify opportunities for joint marketing that amplify Aqua’s presence in the cloud providers’ virtual and physical events.
Set a strategic business development plan for target markets and ensure it's in line with the Aqua Security strategic direction. This includes developing a detailed alliance plan and tracking the progress toward those goals.
Work with our strategic alliance partners to identify and facilitate partnership opportunities and open new revenue opportunities for Aqua Security in the existing markets.
Be entrepreneurial – Identify and pursue new market opportunities with partners, and Aqua Security’s sales team and reseller community.

Requirements

Individual contributor who must be willing to roll up your sleeves and get things done
Strong working knowledge of the largest cloud providers – people and sales motion in particular
5+ years of experience with enterprise software alliances/business development/field sales
Comfortable with ambiguity, ability to quickly analyze and execute in a rapidly changing environment, take charge and make things happen.
Results-oriented and self-motivated, able to think strategically and execute tactically
Proficient with Office and possesses strong analytical, project management, verbal, written and presentation skills
Can effectively communicate value propositions and drive initiatives across diverse audiences
Demonstrated success in implementing end-to-end activities involving multiple products, groups, audiences and deliverables
Strong understanding in the following technology domains: DevOps, Containers, Microservices, Serverless preferred
Problem solving ability and experience in aligning cross-functional teams - marketing, sales, engineering, and product management - toward common objectives to increase program ROI
Prior Microsoft, Amazon or GCP Cloud Alliance Management experience required
Some travel is expected.

AND NOW, A LITTLE ABOUT AQUA

Aqua Security helps enterprises secure their cloud native applications from development to production, whether they run using containers, serverless, or virtual machines. Aqua bridges the gap between DevOps and security, promoting business agility and accelerating digital transformation.

Total of $235M in VC funding
More than 400 of the largest enterprise customers around the world
Strategic partnerships with the major cloud native platform providers and public cloud providers
Pioneers of open source cloud native solutions and primary cyber security research

If you’re ready to do your best, now is the perfect time to join Aqua! We are a global late stage start up, but still small enough for you to have a big impact. And aside from being in a hot cloud security industry, we love to have fun! Aqua also offers competitive comp and benefits, great company culture, amazing colleagues, international travel, paid Volunteer Time-Off and lots more!

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any other legally-protected status.