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VP of Strategic Alliances, Channels

Anomali, Redwood City, CA

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Company Description
Anomali, founded in 2013, is led by recognized industry leaders with decades of successful experience solving real-world SOC and security issues. Our sole mission is to help make enterprises more secure and maximize the return on their security investments.
 
Anomali helps organizations find and respond to cyber threats. That's our mission. We bring to your security and threat intelligence teams the one thing that's been missing - external context. With Anomali you can now identify suspicious or malicious traffic before it even reaches your network. We turn threat intelligence into your cyber no-fly list, and seamlessly integrate this with your internal security and IT systems.


Performance Requirements (Knowledge, Skills and Abilities)
·       7 + 10 Years of enterprise software executive channel sales experience; particularly experience selling cybersecurity products is highly desirable
·       Knowledge of the cybersecurity partner ecosystem
·       Proven track record on building and scaling partner programs
·       Proven history of meeting, in not exceeding, performance expectations
·       Comfort with an enterprise and transactional sales model; specifically enabling the direct sales team to leverage the partner ecosystem.
·       Experience and credibility selling at the CxO and senior sales business manager level
·       Ability to build strong and continuous partner relationships
·       Technical acumen but with the ability to relate it with business value
·       High intellect and the capacity to multitask
·       Excellent analytical skills with strong attention to detail 
·       Excellent written and verbal communication skills 
·       Demonstrated proficiency with Microsoft applications; Excel, PowerPoint and MS Word
·       High proficiency in sf.com
·       Strong executive presence 
·       Excellent qualifying and closing skills
·       Bachelor’s Degree in Business Administration or related field
 
Responsibilities
·       Build a world-class channel program for market leading cyber security resellers, MSSPs/MDRs and Systems Integrators. Submit a plan with identifying the resources necessary to be successful
·       Develop KPIs to measure success and progress of the partner program; report at the BoD level
·       Develop a partner enablement program
·       Leverage the corporate marketing assets to build a channel marketing program
·       Create channel neutral GTM compensation plan to ensure alignment with Anomali direct sales team
·       Develop and manage key executive relationships with strategic partners
·       Be a key source of insight into competitive and partner landscape/strategy/news
·       Work closely with product, engineering and marketing teams to translate business goals into a GTM plan with the partner ecosystem
·       Build internal engagement model to help sales team understand the alliance value prop and how to leverage their offering to help Anomali increase ARR
·       Review, draft and manage partner agreements
·       Manage program/project schedules and associated dependencies, identify risks and communicate to key stakeholders. Drive issues to logical closure
·      Enter reliable forecasting and account/opportunity details in SFDC on a timely basis

Personality Profile
·       A highly consultative and customer-centric sales professional with superb interpersonal and communications
·       Capacity to think and act on both a tactical and strategic level
·       High level of ethical behavior
·       A creative thinker who’s not afraid to share ideas and give (and receive) both positive and negative feedback
·       A risk taker who has a high level of ambitions balanced with good business judgment and instincts
·       Enjoy consensus and work well within a team environment
·       Strong work ethic
·       Sophistication regarding multicultural issues
·       The desire for a long-term opportunity to further develop his/her career by making an ongoing contribution to a growing technology company

About Anomali

Anomali helps organizations find and respond to cyber threats. That's our mission. We bring to your security team the one thing that's been missing - external context. With Anomali you can now identify suspicious or malicious traffic before it even reaches your network. We turn threat intelligence into your cyber no-fly list, and seamlessly integrate this with your internal security and IT systems.

Anomali

Want to learn more about Anomali? Visit Anomali's website.