Develop and execute global alliance strategies focused on GTM alignment, including partner selection, onboarding, and performance optimization to drive mutual revenue goals.
Lead joint GTM planning with partners, including co-selling programs, sales enablement, demand generation activities, and market expansion initiatives to promote Skyhigh Security's SSE, CASB, and data protection solutions.
Cultivate and maintain high-level relationships with key stakeholders at partner organizations, ensuring ongoing engagement, issue resolution, and alignment on business objectives.
Monitor alliance performance through KPIs such as pipeline generation, deal closure rates, and revenue contribution; provide regular reports and insights to senior leadership.
Collaborate with internal teams (e.g., sales, marketing, product, and customer success) to integrate alliance activities into broader company strategies and ensure seamless execution.
Stay abreast of industry trends in cybersecurity, cloud security, and AI-driven threats; identify new alliance opportunities and competitive positioning to enhance GTM effectiveness.
Oversee alliance agreements, negotiations, and renewals, ensuring compliance and maximizing value for both parties.
Represent Skyhigh Security at industry events, partner summits, and global meetings to strengthen alliances and explore new collaborations (up to 30% travel may be required).

8–12+ years of progressive experience in channel sales, alliances, or partner development within the cybersecurity, cloud, or enterprise software industry.
Proven track record of building and scaling global distribution networks and technology alliances that deliver significant revenue impact.
Deep understanding of channel dynamics, including distributors, VARs, MSPs, system integrators, and technology partners in security/SSE markets.
Experience with partner program design, incentives, tiering structures, and enablement (training, certification, deal registration, co-selling).
Strong negotiation, relationship management, and executive communication skills; ability to influence at C-level with partners and internally.
Familiarity with Security Service Edge (SSE), Zero Trust, CASB, DLP, SWG, ZTNA, or related technologies is highly preferred.
Willingness to travel internationally (up to 25–30%) for partner meetings, events, and strategy sessions.

Global Alliances and Distribution Manager

Key skills