Alliance Manager

Role Overview

• Manage all joint sell with and go to market activities with Google Cloud
• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports
• Facilitate co-selling opportunities, account mapping and other sales engagements between Menlo Security's field sales and the Google Cloud sales teams
• Support Menlo Security's field sales organization on engagement management with Google Cloud.
• Assist with providing content for Public Cloud training curriculum and sales enablement
• Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy
• Develop annual strategic plan and performance goals for assigned Google Cloud
• Provide support and coordination for channel activity with assigned Google Cloud
• Understand and articulate the Google Cloud’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of the Google Cloud
• Provide an escalation point for pre-sales and post sales issues for any activity with the Google Cloud
• Build and maintain relationships with key personnel in the Google Cloud to solidify Menlo Security's standing and awareness within the provider and to assist in the development of key relationships with the extended Menlo Security's cloud team and executives
• Direct engagement and partner relationships are a critical part of this role
• Help provide insight in the support of Google Cloud events and attend/participate in the events
• Provide support in the form of expertise and training for Menlo Security's field sales enablement

Requirements

• BA, BS (or equivalent work experience), MBA preferred
• 10+ Years’ experience in Sales Leadership – Account or Channel Management
• Proven experience in the management of large global accounts
• Google Cloud / Public Cloud experience preferred
• Channel experience including selling with or managing channel partners is preferred
• Channel Program experience is a plus
• Demonstrated history of managing quota bearing sales or channel teams
• Industry knowledge of security product market trends and directional awareness of Menlo Security's roadmap and technology development efforts.
• The role calls for knowledge of competitive security products.
• Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies.
• Demonstrated ability to work in a virtual and matrix environment
• Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment
• 25% Travel with ability to travel internationally
• Strong communication (written and verbal) and presentation skills
• "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business.

Tech Stack

• Cloud

Benefits

• All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.