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 being 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 join our team. This role will be critical in nurturing and expanding 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 GSI’s, 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 the successful execution of 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 key performance indicators (KPIs) to evaluate the success of partnerships and alliances, regularly tracking and reporting on progress.
* Compliance and Legal: Ensure that 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 any proactive contribution by employees.
📚 Training and certifications related to your role.
♾️ Horizontal business culture
📢 ´+92% employee retention rate
Requirements:
Essential Skills
* Revenue generation: The ability to identify where the best revenue growth opportunities are for IriusRisk; either through referral, collaboration and influence from partners, or selling directly to the partner or via the partner to the end customer.
* 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 simultaneously.
* Analytical Skills: Ability to analyse data and performance metrics to make data-driven decisions and optimisations.
* Collaboration: A personality geared towards teamwork and collaboration, both internally and externally.
Desired Experience
* 5+ years of experience in an enterprise-class SaaS vendor
* Partnership Management: Previous experience in 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: A goal-oriented mindset with a focus on achieving and exceeding partnership-related objectives.
* Adaptability: Ability to adapt to changing market conditions and partnership dynamics.
* Innovative: A creative thinker who can propose new and innovative 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.