Head of Channel and Alliances (REMOTE)

About Cyware

Cyware delivers an innovative approach to cybersecurity that unifies threat intelligence, automation, threat response, and vulnerability management with data insights gleaned from assets, users, malware, attackers, and vulnerabilities. Cyware’s Cyber Fusion platform integrates SOAR and TIP technology, enabling collaboration across siloed security teams. Cyware is widely deployed by enterprises, government agencies, and MSSPs, and is the leading threat intelligence sharing platform for global ISACs and CERTs. 

Your next opportunity starts here!

More on Cyware: (www.cyware.com) 

Built and designed by SecOps practitioners and cybersecurity leaders, Cyware offers multiple technologies within its Cyber Fusion platform, including advanced threat intelligence solutions (TIP) for large and small security teams, vendor-agnostic security automation (SOAR), and purpose-built security case management. As a result, organizations can increase speed and accuracy while reducing costs and analyst burnout. Cyware's Virtual Cyber Fusion solutions make secure collaboration, information sharing, and enhanced threat visibility a reality for enterprises, sharing communities (ISAC/ISAO), MSSPs, and government agencies of all sizes and needs.

About you: 

• You are driven, inquisitive, proactive, and energetic 
• You have a growth mindset and are committed to delivering results 
• You thrive in a fast-paced, collaborative environment

Why We Are Hiring:

The Head of Channels and Alliances is a highly collaborative, influential, and experienced leader responsible for leading entire Channel Alliances, including initiating and closing new channel opportunities and driving new and existing partnerships, which will significantly accelerate Cyware’s growth and profitability. This is an exceptional opportunity to build a team from the ground up and have a considerable impact on a rapidly scaling company with a large customer base.

Come join an exciting cybersecurity product startup that closed Series C funding round!

What You Will Do:

• Set the vision for the optimal partner program given our product positioning and competitive advantages.
• Identify, recruit, and onboard global, national and regional partners that align with our vision and objectives.
• Help execute product strategy through sourcing and managing channel alliances.
• Ownership of the entire channel alliance lifecycle, from lead to launch.
• Define and oversee internal resources to support the partner program.
• Design and drive sales enablement programs for our partners.
• Grow and maintain the sales channel.
• Build and nurture relationships across partners.
• Provide market feedback to our product teams.
• Develop and execute on key partner infrastructure, including processes, forecasting, compensation, training, and operational initiatives.
• Identify solutions to joint operational problems and co-lead joint business planning processes.
• Build new capabilities and mindsets that enable successful operational partnerships.
• Educate Sales teams on new Alliances pricing models, sales, integrations, support models, and functionality within the designated channel alliance.
• Create and manage operational metrics and meeting cadence with the alliance partners.
• Pitch new deals, create proposals, negotiate agreements, and win new business.
• Communicate how Cyware’s offerings drive security, our competitive advantage, and why it is worth the investment.
• Navigate the industry to find key decision-makers and build their trust in both you and the company.
• Act as executive champion for partner integrations within Alliance opportunities.
• Successfully commercialize and scale new business to achieve annual strategic and financial goals.
• Communicate value of initiatives and deal pipeline to executives through metrics and  maintain leadership input and alignment.
• Design go-to market value propositions that serve the interest of Cyware and alliance organization strengths.
• Serve as a trusted advisor internally and within the alliance ecosystem.
• Represent Cyware at conferences, potentially serving as a speaker or panelist.
• Negotiate contract amendments requiring changes in collaboration with the contract