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Partner Program Senior Director, Alliances and Partnerships

Human / New York / Partnerships
Job Overview

HUMAN’s Partnership Team is comprised of innovative individuals whose primary focus is to accelerate strategic partnerships and scale the adoption of the Human Verification Platform. This team covers all Co-Selling, Reselling, Systems Integrators, and other channel partners. Focusing on executing enablement programs and go-to-market strategy, the ideal candidate will be an experienced business development executive, capable of executing a centralized and global strategy across a diverse composition of partners, driving complex initiatives.

Focusing on strategy and enablement, the ideal candidate will be an experienced business development executive, capable of developing a centralized and global strategy that serves as a revenue delivery channel for HUMAN. This role is specifically focused on managing our GCP Cloud co-selling partnership so experience in managing GCP as a partner and deep familiarity with the operational intimacies of this partner is a must. This individual will be responsible for drafting an annual strategy, executing that strategy, and delivering measurable results as we build a lead generation pipeline with this strategic partner.

The individual will also be managing go-to-market initiatives including content development, webinars, certifications, and more as part of our cloud enablement strategy. We are looking to hire a dynamic, intellectual athlete with the ability to successfully work cross-functionally with sales, marketing, product, solutions architects, customer success, and executive leadership.

What you'll do:

  • Define a partnership strategy with our GCP cloud partner to create and drive new revenue opportunities for HUMAN
  • Within 3 months, deliver a consistent, predictable pipeline of sales qualified calls/leads from the partnership
  • Eloquently deliver and Evangelize the HUMAN story, our purpose, and technology across an ads, marketing, and cybersecurity lens
  • Ability to produce content, eg turning all GCP successes into workable assets (win wires, case studies, 1-sheeters, webinars, and more)
  • Managing the internal narrative by promoting GCP partnership and its importance across key business units, ensuring mutual focus on partnership success
  • Complete account mapping exercises, identify areas of success and scale those insights globally
  • Thinking creatively by forming new promotions to stay topical, and stay exciting to GCP sellers and to the overall market
  • Public speaking opportunities in the form of moderating webinars, fireside chats, and delivering in-person presentations at conferences, events, and corporate offices
  • Provide thought leadership in ensuring alliance alignment, resolving business issues using systems and data
  • Deliver against and exceed quarterly goals, revenue targets, and other key metrics

Who you are:

  • 10+ years of business development or strategic partner management experience within enterprise software. Security software sales is a plus.
  • 10+ recent years managing Go-To-Market relationships with strategic alliance partners, GCP and/or Google should be a cornerstone alliance partner you’ve managed
  • Skilled at writing content, tear-sheets, and managing towards deliverables for GTM strategies
  • A strong, verifiable track record of managing complex, revenue-generating relationships
  • Referenceable relationships with relevant strategic alliances
  • A foundational understanding of various IT architectures, data center operations, and cloud services
  • Experience defining, implementing, and managing go-to-market activities
  • Strong verbal and written communication skills and the ability to articulate complex concepts to cross-functional teams
  • Strategic thinker and solutions-orientated consultant in all program-related matters with the ability to see the bigger vision and align daily activities in accordance with the company vision
  • Able to create and promote new and innovative content ideas
  • Flexible & resourceful; Remains calm under pressure with expert decision quality
  • Comfortable speaking with C-Suite executives consistently
  • Positive attitude and team player with the willingness to roll up sleeves when necessary
  • Values having fun while producing top results with a highly functioning team
  • Able to multi-task and prioritize workload, manage multiple projects at once
  • Tech-savvy; with knowledge of MS Office, Salesforce, and G Suite

What we offer:

  • Unlimited vacation policy
  • Competitive salary and bonus structure
  • Medical, dental, and vision insurance for all full-time employees
  • Fully paid parental leave
  • Professional development fund
  • Annual WFH office budget
  • Great coaching from senior leaders and challenging development opportunities

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Human Overview

HUMAN (formerly White Ops) is a cybersecurity company that protects enterprises from bot attacks to keep digital experiences human. We have the most advanced Human Verification Engine that protects applications, APIs and digital media from bot attacks, preventing losses and improving the digital experience for real humans. Today we verify the humanity of more than 10 trillion interactions per week for some of the largest companies and internet platforms. Protect your digital business with HUMAN.

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