Director of Technology Alliances

Vectra.ai is seeking a talented Director of Technology Alliances to join Vectra’s Alliances Team, reporting to Vectra’s Vice President of Corporate/Business Development.  You'll maximize your deep Cybersecurity expertise to collaborate with customers, with Vectra Field Teams, with Vectra’s Tech Alliance Partners (Zscaler, CrowdStrike, Netskope, SentinelOne, Nutanix, and others), to identify and solve customer security challenges.  

Job highlights 

Qualifications: 

• Cybersecurity Technical Proficiency:  Deep understanding of the Security Operations Center (SOC) Ecosystem, including experience working at or with providers of SIEM, SOAR, EDR, NDR, XDR, CDR, ITDR, SSE/SASE, and/or Virtual Firewalls.   
• Preferred: NDR Technical Proficiency: Experiencing working for, or in close collaboration with, at least one of the Top 4 ranked Gartner Magic Quadrant NDR Leaders:  1) Vectra AI  2) Darktrace 3) ExtraHop  4) Corelight.  
• Cybersecurity Joint Go-To-Market Experience:  A 5+ year track record of envisioning, designing, and executing Co-Build, Co-Marketing, and Co-Selling programs with Zscaler, CrowdStrike, Netskope, SentinelOne, Darktrace, ExtraHop, and/or Palo Alto Networks. 
• Communication and Influence Skills: Excellent written and verbal communication, enabling you to align Security Alliance partners including C-Level executives, around a set of mutually beneficial objectives.  Must possess a glass-half-full, 1+1 = 3 mindset 
• Metrics-Driven:  Track record of translating company objectives into metrics that you uniquely own and over-achieve, including but not limited to Achievement of Target Technology Integrations, Referral Sales Deal Registrations, Alliance-Sourced Opportunities, Co-Selling Engagements, and Growth in Alliance Partner-Assisted Revenue. 
• Customer-first behavior is a must. 
• Startup DNA is a must: willing and able to take the initiative, to identify and help enable solutions for customers, rather than admire the challenge. 

Responsibilities: 

• Integrated Solution Identification: Using your Cybersecurity technical proficiency, and supported by Vectra’s Products Group and Director of Solution Architecture, you’ll help envision and align alliance partners around the most mutually beneficial technology integrations.  
• Integrated Solution Co-Monetization Strategy:  You'll collaborate with Vectra’s Sales and Marketing Teams, and Vectra’s Tech Alliance Partners, to design and execute “Better Together” Co-Marketing and Co-Selling programs, that will benefit both Vectra and the Alliance Partner.   
• Pre-Sales Enablement:  Create and deliver co-selling value propositions, incentives, and program elements that compel Vectra’s Field and our Alliance Partner’s Field, to successfully team with other, for mutual sales success. 
• Co-Sell Support: Be a valued-added resource that joins Vectra Sales and Alliance Sales teams in Account Mapping meetings, and in conversations with customers and channel partners, to help them qualify, advance, and close Vectra + Alliance co-selling opportunities. 
• Help evolve Vectra’s Technology Alliances Program:  Together with Vecta Products, Marketing, and Sales Groups, help make Vectra’s Tech Alliance Program and Partner Portal become more compelling, automated, self-service, and value-added to Vectra and Alliance Partners alike.