Director, Business Development & Cloud Alliances - AWS

At ExtraHop, we're on a mission to help organizations achieve complete visibility, real-time threat detection, and proactive security through cutting-edge network detection and response (NDR) technology. Our NDR product is a market leader, providing our customers with the ability to detect, investigate, and respond to threats faster than ever before.

We’re proud of the work we do and the recognition we’ve received, including our recent Gartner Peer Insights award, which reflects the trust and satisfaction our customers have in our solutions.

If you're passionate about innovation, dedicated to protecting digital infrastructures, and ready to make a real impact, we invite you to join our team and help us shape the future of cybersecurity.

Join a fast-growing company where innovation meets opportunity! We’re looking for builders and problem solvers - people who are passionate about creating new products, expanding markets, launching programs, and driving both personal and company growth. If you’re ready to be part of one of the top teams in the cybersecurity industry, read on.

ExtraHop is recognized as a leader in enterprise features by Forrester Research, with the Q2 2023 Forrester Wave Report highlighting our customer relationships built on mutual trust and a commitment to enablement. As the Director of Business Development & Cloud Alliances, you will spearhead our strategic partnerships with AWS, Google, and Microsoft, driving growth and collaboration across these platforms. 

Do you have the vision and drive to lead in alliances? Let’s build the future together.

Key Responsibilities

• Build, own, and drive the Co-Sell and Marketplace investment strategies and goals in the Hybrid Cloud Security market space, aligning with ExtraHop’s objectives.
• Define the annual business plan, focusing on high-impact relationships and how to leverage them for strategic value. Collaborate cross-functionally where needed to maximize the impact of alliance initiatives. 
• Identify, and collaborate with other alliance security teams or ISVs on joint go-to-market activities and programs.
• Lead the development and execution of Sales Play Cards, solutions briefs, joint positioning, and go-to-market plans, managing them from concept through to lifecycle management. 
• Drive measurable pipeline revenue through joint co-selling, go-to-market activities, resale, and OEM sales.
• Expand joint selling opportunities through security alliance field sales and their channel partners.
• Maintain strong, interactive relationships with channel partners to ensure alignment on ongoing initiatives.
• Keep Executive Leadership informed on key partner news, developments, and emerging technologies in the security space.
• Define and execute a yearly plan, including regular QBRs with partners.
• Adopt a start-up mentality, demonstrating a hands-on approach to drive the field execution in detail and achieve positive results.

Required Qualifications

• Bachelor’s degree required in business administration, marketing, computer science, IT, or engineering; MBA preferred.
• 10+ years of experience, with a minimum of five years in leadership roles, working with Cloud Service Providers (AWS, Google, Microsoft) in channel or partner development within the security market, with demonstrated success driving positive revenue growth through alliance development.
• Proven track record in developing go-to-market (GTM) programs and expanding strategic relationships with leading cloud service providers (AWS, Google, Azure).
• Strong understanding of the security market, including CIOs and CISOs, as well as, knowledge of IT architectures, data center operations, and cloud services across key segments (e.g., Cloud, IT Operations Management, BI, Orchestration, Application Delivery Networking, Security etc.).
• Ability to identify and understand joint market opportunities, recognize alliance partner gaps that ExtraHop fills in the Security space, and clearly  communicate the value to partner and customers
• Demonstrated ability to work cross-functionally to define strategy and drive the execution of new alliance initiatives
• Verifiable success in building and managing revenue-generating relationships with leading technology companies
• Experience defining, implementing, and executing comprehensive GTM activities
• Ability to effectively lead cross-functional teams.
• Highly self-motivated, results-oriented, and organized person with strong leadership skills.
• Exceptional written and verbal communication skills, with the ability to engage both executive-level audiences and technical end-users. 
• Consultative sales approach with a problem-solving mindset, excellent attention to detail, and strong follow-through. 
• Willingness to travel domestically and internationally.

$177,700- $240,086 + bonus + benefits

Applicants must be authorized to work for ANY employer in the U.S.  

#LI-CS1

ABOUT EXTRAHOP 

ExtraHop is the cybersecurity partner enterprises trust to reveal the unknown and unmask the attack. We’re on a mission to protect and propagate trust by revealing the cybertruth, and we partner with every customer, every day, to uncover it. Our Reveal(x) 360 platform is the only network detection and response solution delivering the 360-degree visibility needed to see everything on the network. When organizations have full network transparency with ExtraHop, they can see more, know more, and stop more cyberattacks.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We’ve been recognized as a “Customer’s Choice” by Gartner Peer Insights™ Voice of the Customer, and as a Leader in the Forrester Wave®: Network Analysis and Visibility, Q2 2023. ExtraHop has won AI Breakthrough Awards four times (2018-2020, 2023) and our Channel Partner program has received a 5-star rating from CRN for our 2023 Partner Program Guide. Our flagship product, Reveal(x), has received numerous accolades, including a 2022 Edison Award for Cybersecurity. 

Employees' wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
• FSA and Dependent Care Accounts + EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)
• Hybrid and Remote Work Model

*Candidates should note that the Company may modify reporting relationships, job titles and compensation, including commissions and benefits, from time to time at its sole discretion, as it deems necessary, with or without prior notice.

We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this truly unique environment. At ExtraHop, we believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level. This is the foundation of our success. 

We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon capabilities and qualifications without discrimination on the basis of race, color, religion, sex, gender identification and expression, marital status, military status, pregnancy (including but not limited to potential pregnancy and pregnancy-related conditions), sexual orientation, age , national origin, ancestry, citizenship or immigration status, disability ,, genetic information, or any other protected class as established by law.

Our people are our most important competitive advantage, leading the charge cyber criminals and insider threats.

Ready to join us?   #Extrahop #Security #NDR #informationsecurity #cybersecurity #cloudsecurity #infosec #LI-Remote