Senior Channel & Alliances Manager EMEA

Bugcrowd is the world’s #1 crowdsourced security company. Our award-winning platform combines actionable, contextual intelligence with the skill and experience of the world’s most elite hackers to help leading organizations solve security challenges, protect customers, and make the digitally connected world a safer place.

Job Summary 

The Senior Manager of Channels & Alliances will be responsible for driving the strategy and execution of all alliance and channel initiatives to ensure short- and long-term market and revenue expansion through a variety of ecosystem partner types and relationship models, including referral, sell-with, resale, and MSSPs. You will lead the recruitment and enablement of these partners and work closely with them and the associated account teams to drive end user adoption of Bugcrowd’s products and services. 

 

Responsibilities  

• This is a “think and do” high impact role, with both market-building and revenue-driving responsibilities.
• Develop a clear alliance and channel go-to-market strategy that shows how this hire will effectively build our ecosystem to drive market presence, to speed platform adoption and to scale revenue growth.in alignment with corporate strategy.
• Assess and improve upon current processes, methodologies, infrastructure and metrics to optimize performance of alliance and channel partner relationships
• This role ties to an individual territory with expectations to identify, recruit, and enable system integrators, consultancy, VARs, and MSSPs who service our mutual customers and prospects.  
• Develop and execute GTM partner plans that drive quantifiable results (sell with/sell through/sell through partner enablement, incentives, events, and joint product and services offerings.
• Define and implement operational metrics and KPIs that measure, optimize, and continually improve effectiveness of ecosystem relationships
• Build and maintain Partnership playbook.
• Identify, recruit, onboard and enable partners.
• Coordinate with strategic partners to create and execute business plans to meet mutual short- and long-term goals
• Work cross-functionally with Marketing and Product to enable partners’ growth
• Partner with Account Teams + Sales Engineering to communicate Bugcrowd’s value to our prospective and signed partners to become a valued and strategic cyber security partner. 
• Work with sales management and other internal resources (Professional Services, Product, Sales Engineering, Customer Success) to define the specific engagement for partners and mutual prospects. 
• Negotiate and sign partners to drive Bugcrowd product + service adoption and partner differentiation and profitability.  
• Meet business targets on a quarterly basis
• Maintain expert-level knowledge in key product functionality

 

 

Qualifications

• Minimum of 10 years of alliance and channel sales experience preferably prior experience selling or supporting cyber security products
• Proven success leading alliance and channel teams for high-growth B2B SaaS businesses, with specific experience building programs and partnerships to drive material business expansion.
• A background in B2B SaaS GTM roles positioning and selling into IT personas (CTO, CISO, etc,)
• Proven quota responsibility and attainment
• A strong leader and motivator with proven success in building a world-class, global ecosystem team with proven, repeatable methodologies
• Demonstrated ability to develop team structures, performance measurements, and forecasting systems with partners
• People-first person who can recruit, hire, and develop a diverse and inclusive decentralized team to meet ambitious goals
• Experienced and credible in building valuable relationships with senior leaders & decision-makers
• Ability to describe complex topics in a clear, concise manner and can effectively present and position product + service offerings to partners and prospects (C suite, practice leads, engineers and `industry thought leaders)
• Prior experience working in a start-up or fast paced environment
• Excellent written, verbal, visual communication skills and strong work ethic 
• Fluent in multiple languages
• Ability to travel. (25%-50%)

 

Culture

• At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
• We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
• Our team c