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!
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 contracts team and seamlessly unwind partnerships.
- Conduct outreach, evaluate, and complete due diligence on new potential partners that link to business development strategies and growth Initiatives.
- Determine optimal legal, operational, and financial structure.
- Devise and achieve bookings objectives as set in the monthly/quarterly/annual plans.
- Review pipeline opportunities with sales leadership to ensure the highest possibility of closure.
- Travel will be required.
Who You Are
- US Citizenship is a requirement of this position in accordance with 8 U.S.C 1324b(a)(2)(C)
- Possess Bachelor's degree or equivalent experience; MBA preferred
- At least 15 years of work experience in cybersecurity product organizations with a minimum 5 years of work experience in channel alliances
- Successful track record of understanding company strategy and driving revenue out of channel alliances and partnerships and achieving targets
- Ability to articulate a vision of the future landscape and all of the supporting steps necessary to achieve that vision, taking into account potential challenges and coming up with appropriate solutions
- Be a clear and effective communicator with excellent verbal and written skills
- Possess in-depth technical knowledge in one or more domains relevant to SaaS and security, and creating innovative solution architectures
- Demonstrated capability within technical disciplines such as solutions architecture and/or sales engineering
- Demonstrated excellence in strategic thinking, analytic decision making, and troubleshooting skills
- Knowledge of contracts and strong negotiation and influencing skills
- Ability to develop creative, valuable solutions for contract and operational issues
- Skilled at working up and down organizationally and across all functions, including legal and regulatory
- Ability to succeed in a high functioning, results driven team that is evolving and changing rapidly
- Highly professional, collaborative, self-motivated individual with the ability to work in a fast-paced environment, in dispersed groups and independently
- Prior experience working with global diverse teams preferred
We're a lean team, so your impact will be felt immediately. If this all sounds like a good fit for you, why not join us?
You’ll love working at Cyware because
- We foster an exciting and challenging start-up culture.
- We’re not just employees. We’re people. We offer a comprehensive benefits package including time off, paid holidays, retirement plans, insurance coverage and much more.
- We’ll invest in your career. Our company is growing quickly and we will give you the opportunity to do the same. You will have access to a number of professional development opportunities so that you can keep up with the company’s evolving needs.
- We offer competitive compensation packages. We deeply value the talent our team brings to the table and believe that fair and equitable total compensation packages are part of our commitment to everyone who works here.
- We value diversity of people, culture, and ideas.
