Senior Manager, Alliances Marketing

About Team & About Role:

We are looking for an experienced leader to drive our global Alliances Marketing strategy, with a focus on building and scaling strategic partnerships across Cloud, Security, and Technology partner ecosystems. This player-coach role is critical to accelerating our growth with priority alliance partners as we continue to scale as a publicly-traded leader in the cybersecurity industry.

The Senior Manager, Alliances Marketing will lead the strategic direction and execution of our alliance marketing programs, while also managing relationships with several key partners directly. You'll build and mentor a high-performing team, establish frameworks for scalable partner engagement, and work at the executive level both internally and with partner organizations to drive significant business impact.

The ideal candidate brings deep expertise in partner marketing across diverse technology ecosystems—from hyperscaler providers to security alliances and technology partnerships. You have a proven track record of building teams, driving multi-million dollar partnership initiatives, and translating strategic business objectives into measurable marketing strategies. You excel at operating at both 30,000 feet and ground level, equally comfortable presenting to executives and rolling up your sleeves to drive execution and turn ideas into tangible results.

Success in this role requires executive presence, strategic acumen, the ability to influence and drive action across a matrixed organization, and experience managing both people and high-impact partner relationships that drive revenue and market expansion.

What you'll do:

Strategic Leadership & Vision

• Define and own the global alliance marketing strategy for priority partners across Cloud, Security, and Technology partner ecosystems, aligning initiatives to corporate revenue and growth objectives
• Establish frameworks, playbooks, and scalable processes to drive consistency and excellence with alliance partners across the entire marketing function
• Cultivate and maintain relationships with key stakeholders at strategic partner organizations, serving as an escalation point and trusted advisor
• Lead executive business reviews with partners, presenting performance metrics, strategic recommendations, and joint business plans

Program & Partnership Excellence

• Drive development of unique go-to-market programs and sales plays that leverage partner technology and routes to market
• Create repeatable, scalable programs including event-in-a-box formats, sales plays and materials, and campaign templates for field and channel execution globally across marketing, alliances and sales 
• Partner with product marketing to develop messaging and campaign activations that articulate joint value propositions while collaborating across marketing teams to ensure alliance partners are fully activated and integral to the core of our go-to-market through campaigns, events, digital, channel, and field marketing
• Lead the strategy for major partner conferences, roadshows and flagship co-marketing initiatives

Player-Coach Execution

• Directly own and execute the alliance marketing strategy for several priority partners, demonstrating excellence and establishing best practices for the team
• Design and implement sophisticated integrated campaigns, sales plays, and programs that drive new audience acquisition, pipeline generation, and revenue acceleration
• Develop compelling business cases and ROI frameworks for alliance investments
  
  

Performance & Operations

• Establish comprehensive measurement frameworks including pipeline generation and partnership health metrics
• Manage significant marketing budget and partner MDF funds, optimizing investment allocation and demonstrating clear ROI
• Deliver regular performance reporting to executive leadership with strategic insights and recommendations
• Conduct quarterly business reviews and planning workshops with partner leadership teams, identifying opportunities and addressing gaps in strategy or execution
• Drive continuous improvement through data analysis, testing, and optimization of partnership programs

Team Leadership & Development

• Lead and mentor a team of alliance marketing professionals, fostering a culture of innovation, accountability, and results
• Provide coaching and career development for team members, establishing clear goals and performance metrics
• Drive cross-functional alignment and collaboration, ensuring your team operates effectively across marketing, sales, and business development organizations
• Establish team processes, rhythms of business, and reporting cadences that drive visibility and accountability

Experience you'll need:

Required:

• 10+ years of progressive experience in B2B technology marketing, with significant focus on  partner marketing
• 3+ years of people management experience, with demonstrated success building and leading high-performing teams
• Deep expertise working with multiple partner types: cloud providers, technology alliances, and security partners
• Track record of driving measurable business impact through alliance partnerships, including documented pipeline and revenue influence
• Experience managing multi-million dollar budgets and partner funding programs
• Executive presence with demonstrated ability to influence and present to senior leadership audiences both internally and externally
• Strategic thinker with strong business acumen and ability to connect partnership activities to business outcomes
  
  
  

Skills & Attributes:

• • Strategic mindset: Ability to develop long-term vision while maintaining focus on execution and results
  • Leadership capability: Inspires teams, builds talent, and drives accountability through influence and coaching
  • Executive communication: Exceptional presentation, writing, and verbal communication skills with ability to tailor messaging for diverse audiences
  • Cross-functional orchestration: Proven ability to lead through influence in complex, matrixed organizations and provide actionable materials and playbooks to cross functional teams to scale success through wide impact
  • Player-coach mentality: Willing to lead by example and execute hands-on while building team capability
  • Analytical rigor: Data-driven decision maker who establishes clear metrics and drives continuous improvement
  • Entrepreneurial drive: Self-starter who thrives in ambiguity, takes ownership, and drives innovation
  • Technical fluency: Ability to understand and articulate complex technical concepts and partnership architectures
  • Program management excellence: Strong organizational skills with ability to manage multiple high-priority initiatives simultaneously
  • Relationship builder: Natural collaborator who builds trust and credibility across all organizational levels

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