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VP Partner and Alliance

RemoteSan Francisco, California, United StatesSales & Marketing

Job description

About Wallarm:

Wallarm is the only solution that unifies best-in-class API Security and WAAP (Next-Gen WAF) capabilities to protect your entire API and web application portfolio in multi-cloud and cloud-native environments. We are on a mission to help companies counter the new style of attacks on the ever-changing landscape of cybersecurity. Wallarm enables developers, Security Ops and DevSecOps teams the ability to secure their APIs via observability, and ensure Protection and Analytics to manage risk, protect the business, and enable speed of development with safety. As a Leader of our Partner community and Alliances, you will be an integral part of defining our success at Wallarm and will play a key role in building the foundation of a world-class sales organization.

What you will do:

  • Accelerate Wallarm’s move to 100% channel model and develop and refine the Company's channel and alliance strategy to expand Wallarm's presence across all market segments and regions.

  • Develop and grow the partner ecosystem to ensure optimal coverage to achieve business targets. With a data driven approach, continually analyze, clarify, and validate partner needs. Track, measure and report-out on channel effectiveness against targets. Drive measurable incremental business outcomes for Wallarm.

  • Have a solid understanding of our channel and alliance partners business and implement strategies to ensure their success through a combined partnership.

  • Collaborate with multiple cross-functional departments through the strategic development and execution process of various channel and alliance programs.

  • Partner closely with Sales and Marketing to ensure the execution of programs and events to drive channel and alliance leads, pipeline and deal progression.

Job requirements

What you will need:

  • 10+ years of experience with a demonstrable ability in sales, partner sales and/or channels to execute large cross functional teams at scale

  • Extensive experience with North America/Global Partner relationships

  • Handle strategic partner escalations and be the face of the sales organization when challenges arise

  • Strong executive acumen and consultative sales to help develop, nurture and accelerate partner growth

  • Strong experience in building strategic relationships and alliances with technology partners to further drive Wallarm’s integration and technology stack playbook

  • Develop and maintain a high performing channel sales organization. Reinforce a culture that sets a high bar for performance and promotes accountability and results

  • Strong background in Security and SaaS environments and customer success with Cloud conversions

  • Strong leadership and collaboration to build good working relationships across all functions

  • Must have a strong personal drive for delivering industry-leading partner experience and thrive in a fast-paced, high-energy environment with a proactive focus

  • Demonstrated strong written and verbal communication

  • Embrace ambiguity and ability to bring strategy to global execution

  • Bachelor’s degree or equivalent experience. MBA or graduate degree preferred but not required

  • Must be prepared for international and domestic travel to partner site(s)


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