Director, Business Development

We are ExtraHop. We're on a mission to provide security teams with the intelligence they need to confront and stop advanced threats like supply chain attacks, zero day exploits, and ransomware attacks. Cyber attackers still have the advantage. We’re taking it back with creativity, intellectual curiosity, and a sense of humor. Are you ready to help us reclaim the upper hand?

Director, Alliances & Business Development

We’re growing fast and we’re looking for people who love to build things: products, companies, markets, programs and their careers! Think you have what it takes to work on one of the best teams in the industry? Read on.

According to analyst firm Gartner, Extended Detection and Response (XDR) is “a SaaS-based, vendor-specific, security threat detection and incident response tool that natively integrates multiple security products into a cohesive security operations system that unifies all licensed components.

As the Director, Alliances & Business Development (BD), Security you will be responsible for driving ExtraHop’s Business & Strategy with our Extended Detection & Response (XDR) initiatives.

• Build, Own, and Drive the technology partnering program, investment strategy and goals in the XDR market space and in alignment with Company objectives.
• Define a strategic tiering system for our technology partner program plan - what are the few, high impact relationships and how we will leverage these relationships for strategic value. Where appropriate, will work cross-functionally across functional groups to maximize impact of the partner and plan.
• Identify, structure and negotiate alliance partnership agreements in the Security market  including but not limited to ISV, OEM, or Cloud joint go-to-market agreements.
• Identify, win and close partnership contracts with focus on accretive gains for ExtraHop:
• Screening of potential business deals by analyzing the potential partner profile, reputation, innovation, market strategies, deal requirements, and financials as well as alternative options.
• Initiate and steward the development and execution of solution briefs, joint positioning and go-to-market plans from concept to launch to lifecycle management.
• Drive measurable pipeline revenue through both 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 a highly interactive relationship with channel partners to achieve on-going initiatives
• Keep Executive Leadership up to date on security partner related news and technology
• Define a yearly plan and drive the execution, to include regular QBRs with partners.
• Start-Up mentality with willingness to drive the field execution in detail.

Requirements:

• Minimum five years of business development experience in the security market with clear positive revenue growth attributed to alliance development.
• Three years identifying and growing strategic relationships with security technology companies (Network, Threat Intelligence, SIEM, Endpoint, etc).
• Deep understanding of the security market and how a CIO operates. In addition, knowledge of IT architectures, data center operations and cloud services across a variety of technology segments, e.g. IT Operations Management, BI, Orchestration, Application Delivery Networking, Security etc.
• Ability to understand joint market opportunities, to identify the alliance partner offering gaps that ExtraHop fills in the Security market, and to articulate the overall value for the partner and customers
• Proven ability to work cross-functionally to define strategy and drive execution of new alliance initiatives
• Verifiable track record of building and managing revenue generating relationships with leading technology companies
• Experience defining, implementing and executing comprehensive go-to-market activities
• Ability to effectively lead cross-functional teams
• Self-motivated, results oriented, and highly organized person with strong leadership skills
• Superior communication, both written and verbal, for both executive-level audiences and technical end-users
• Consultative sales approach (problem solver, challenger, and hunter quota carrier) with superb attention to detail and follow-through
• Ability to travel domestically and internationally
• BA/BS required

$149,000- $198,000 + benefits+ options

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ABOUT EXTRAHOP 

Cyberattackers have the advantage. ExtraHop is on a mission to help you take it back with security that can’t be undermined, outsmarted, or compromised. Our dynamic cyber defense platfo