Alliances and Partner Manager - Remote (UK base)
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About IriusRisk
IriusRisk is the industry leader in automated threat modeling and secure software design, working with clients that include four of the top 10 Globally Systemically Important Banks (G-SIBs). Every sector of the global economy is transformed by software, yet vulnerabilities are too often exposed by increasingly sophisticated cyber-attacks. By identifying security flaws in software architecture at the design phase, threat modeling makes it possible to fix issues before code is written.
IriusRisk’s platform automates the threat modeling process, enabling developers to design and build secure software at scale.
Iriusrisk is an equal-opportunity employer. We are committed to creating a diverse and inclusive environment and do not discriminate based on race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, or any other legally protected status.
Purpose of the Role
We are seeking an experienced and dynamic Alliances and Partner Manager to nurture and expand our strategic partnerships with industry leaders like IBM, Accenture, and Deloitte, while scaling our presence through Regional Value-Added Resellers (VARs) and other key System Integrators (SIs).
At IriusRisk, we operate a partner-friendly model that supports both direct and channel sales, empowering our partners to work collaboratively and effectively within our ecosystem. You will be instrumental in maintaining this balance, ensuring partners are equipped and motivated to co-sell and grow together with us.
Duties & Responsibilities
* Partner Identification: Identify and evaluate potential partners, including GSIs, technology companies, service providers, resellers, and other organizations that align with our strategic objectives.
* Partnership Development: Create and nurture strong relationships with existing and potential partners, including negotiating terms, agreements, and partnership frameworks.
* Strategic Planning: Develop and execute a comprehensive alliance and partner strategy that aligns with the organisation's business goals and objectives.
* Collaboration Facilitation: Act as a liaison between internal teams (e.g., sales, marketing, product development) and partners to ensure effective collaboration and successful joint initiatives.
* Joint Marketing Initiatives: Collaborate with partners on marketing campaigns, co-branded collateral, and promotional activities to enhance brand visibility and generate leads.
* Revenue Generation: Work closely with partners to identify and create mutual revenue-generating opportunities.
* Performance Measurement: Establish KPIs to evaluate the success of partnerships and alliances, regularly tracking and reporting on progress.
* Compliance and Legal: Ensure all partnerships and agreements comply with legal and regulatory requirements and are properly documented.
What We Offer
* 100% remote working.
* Excellent working environment.
* Work in a highly qualified professional team with world-class references in the sector.
* Real career development opportunities within the company.
* Enhancement of proactive contribution by employees.
* Training and certifications related to your role.
* Horizontal business culture.
* High staff retention and engagement.
Requirements
Essential Skills
* Revenue generation: identify where the best revenue growth opportunities are for IriusRisk, through partners or direct sales via partners.
* Negotiation: proficiency in negotiating and structuring partnership agreements that benefit both parties.
* Strategic Thinking: strong strategic planning and problem-solving abilities to identify growth opportunities and address challenges.
* Communication: excellent written and verbal communication skills for effective interaction with partners and internal teams.
* Project Management: strong project management skills to oversee multiple partnership initiatives.
* Analytical Skills: ability to analyse data and performance metrics to make data-driven decisions and optimisations.
* Collaboration: a teamwork-oriented mindset for internal and external collaboration.
Desired Experience
* 5+ years of experience in an enterprise-class SaaS vendor.
* Partnership Management: experience managing partnerships and alliances, ideally in the application security or DevOps space.
* Sales and Marketing: familiarity with sales and marketing processes and strategies to drive revenue through partnerships.
* Industry Knowledge: understanding of the industry and market trends to identify partnership opportunities.
* Contract Management: experience in contract negotiation and management.
Person Requirements
* Results-Driven: goal-oriented with a focus on achieving partnership-related objectives.
* Adaptability: ability to adapt to changing market conditions and partnership dynamics.
* Innovative: creative thinker who can propose new partnership opportunities.
* Ethical: maintains high ethical standards and integrity in all partnership dealings.
* Cultural Fit: embraces the organization's values and culture and represents them in partner interactions.
Job Details
* Seniority level: Not Applicable
* Employment type: Full-time
* Job function: Business Development and Sales
* Industries: Technology, Information and Internet
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London, England, United Kingdom
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