Senior Director, Vodaphone Alliance
SecurityScorecard is an industry-leading cybersecurity company backed by Google, Sequoia, and Riverwood. Our mission is to make the world a safer place. We measure your and your vendors' cyber-health by assigning a security rating of A through F based on outside-in, non-intrusive data. Our Comprehensive security ratings, advanced data analytics, and actionable insights discover Third-Party Vulnerabilities & Security Gaps In Real-Time. Headquartered in NYC with over 200+ employees globally, raised over $110M USD, used by 1,000+ enterprise customers, and rating 1.5 million companies. We have created a new category of enterprise software, and our culture has helped us be recognized as one of the 10 hottest SaaS startups in NY for two years in a row. Our vision is to create a new language for companies and their partners to communicate, understand, and improve each other’s security posture.
About the team
You will be joining our Global Alliance team reporting to the VP of WW Alliances. Our team works independently and as a cohesive unit to create the highest value for our customers, increased leverage for the sales organization, and strategic benefit for the company. Our team creates and drives partnerships with a diverse set of partners spanning technology partners, Cloud Service Providers, Global Systems Integrators, Managed Service Providers, corporate rating services, cyber-insurance underwriters, and Telcos. Our ideal candidate will have a diverse skill set and a hunger to learn new technologies and business models.
What you will do
SecurityScorecard is looking for a Sr. Director or Vice President to lead and grow our strategic go-to-market partnership with Vodafone worldwide. This position is based in Luxembourg.
The ideal candidate will have previous experience working at or with Vodafone or another top-tier, global communications company. The successful candidate will work with the broader alliances, technical, product, marketing & field level individuals across SecurityScorecard’s ecosystem and ensure alignment with their counterparts. You will build and maintain strong relationships with key Vodafone executives across various functional areas as well as the Accenture team dedicated to our joint go-to-market. In addition, you will manage a dedicated team driving revenue through and with Vodafone as well as own strategy development, stakeholder engagement plans, joint offerings, tactical execution, and alignment of go-to-market functions. In this role, you will be expected to create and close large deals through the Vodafone reseller engagement as well as structure direct OEM contracts with Vodafone. Proven ability to create and operate a large OEM alliance is a must.
This position will lead the relationship from the contractual and operational perspective and identify and develop new areas of the partnership which are mutually beneficial for both organizations. You will develop an overall strategy and partner plan and align this across the organization delivering monthly and quarterly progress towards strategic goals within the Vodafone partner plan.
This is a critical role within the SecurityScorecard team and will require cross-functional leadership skills to work with our Sales, Support, Services, Product, and Engineering teams. This role will be a major change agent, having impact and influence with a high degree of energy, flexibility, and drive to create real and measurable business results.
- 10+ years of total work experience in Sales with a minimum of 5 years of experience growing OEM and strategic partnerships
- 7+ years of experience in complex commercial deal structuring, contract negotiation, and revenue forecasting experience.
- 5+ years of experience within B2B SAAS markets
- Bachelor’s Degree, Master's degree a plus
- Previous experience working with or for Vodafone in a leadership capacity a plus.
- Experience leading a cross-functional team of professionals in sales campaigns that include sales executives, field sales executives, inside sales, field marketing, product management, professional services, etc. preferred
- Proven ability to establish relationships and effectively sell to senior executives and CXO
- Solid knowledge of the enterprise IT and security industry.
- Demonstrated experience aligning and influencing an overlay sales team at a strategic partner.
We offer a competitive salary, stock options, a comprehensive benefits package, including health and dental insurance, unlimited PTO, parental leave, tuition reimbursements, and much more!
SecurityScorecard embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skillsets, ideas, and perspectives. We make hiring decisions based upon merit and do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.