Partner Alliance Manager - Assessment Services

About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just what we do. We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.
Position Summary
The Assessment Partner Alliance Manager (APAM) is responsible for developing, overseeing, and executing Coalfire’s strategy with key alliances and partners that directly support our Assessment Service Line. The APAM sets the strategy and actions that will drive incremental revenue growth for Coalfire with the alliances/partners within the Assessment service line. The role requires an individual with strong leadership, collaborative partnering, and prior sales experience who creates and evangelizes a shared plan for Coalfire’s go-to-market strategy with the alliances/partners. The candidate should be able to demonstrate business and conceptual technical expertise, particularly with security technologies. The candidate should have the skills to both envision process improvements while driving existing business and the ability to lead and collaborate with senior leaders to grow the business.

What You'll Do

• Develop and support execution of the overall vision, strategy, and plan for Coalfire alliances/partnerships to drive incremental growth, including reporting and pipeline management processes
• Support the entire life cycle of partnership and solutions - develop, strategize, identify, engage, program manage, create joint go-to-market, sales enablement, messaging, and governance
• Lead and support Partner level quarterly business reviews    
• Develop grow, and nurture relationships with the partners critical stakeholders
• Support negotiation of technology and business agreements with alliances(s)
• Drive creation of Partner agreements and manage them throughout the lifecycle
• Support alliance partner negotiations aligned with sales priorities
• Facilitate relationships between Alliance/Partner and Coalfire field leadership and sales teams
• Accelerate business Alliance/Partner opportunities throughout the sales lifecycle.
• Drive lead generation and demand for the sales team
• Identify and drive events to assist in elevating awareness of Coalfire’s capabilities within alliances/partnerships (webinars, videos, speaking engagements, etc).
• Identify and evaluate new alliance and partner opportunities that will expand our Assessment business
• Develop and maintain reporting to track lead generation, opportunity progression, and revenue attribution for partnerships
• Anticipated estimated travel up to 30%

What You'll Bring

• 5+ years of progressive sales management roles with record of meeting and exceeding sales targets
• 5+ years of experience selling security consulting and managed services
• Successfully executed a co-selling partnership model
• Strong understanding of key companies and organizations that make up the Security marketplace
• Experience working in or with Compliance & Security technology or services organizations
• Prior experience in Security consulting or companies offering professional services
• Ability to be an advocate for the Alliance - sell internally in Coalfire
• Proven collaborative and teaming skills
• Should be self-motivated, pro-active with “can-do” approach
• Ability to develop in-depth knowledge of the Coalfire and partner(s) specific offerings and solutions along with the associated Coalfire value-added strategy, and map joint solutions that address clients’ business needs
• Ability to work in a complex alliance
• Execute against the business goals, objectives, and targets. Define the KPIs for business performance and enable execution to meet the target
• Develop field engagement models to optimize for both market share and revenue generation
• Strong ability to partner with executives to create win-win opportunities
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively