Director, Strategic Alliances - Global System Integrators (GSIs)
Contrast Security
Los Altos, CA (Potential f
2 dagen geleden

Contrast Security named to Inc.'s Best Workplaces of 2020 Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software.

Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio, without disruptive scanning or expensive security experts.

Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development, to operations, to production.

About the Position Businesses that partner with Contrast Security come from various sectors in all shapes & sizes. Your unique mandate is to identify, support and quickly build relationships with Global and Regional System Integrators that will provide long-term value to our business.

Your knowledge of Application Security and DevOps enterprise software combined with your communication skills and analytical abilities shapes how we grow our business alongside our partners.

Using your influencing and relationship-building skills, you provide top-notch client service, training, and market analysis.

You anticipate the needs of our partners and persistently explore and uncover how our range of product offerings can grow their business.

You explore and uncover the business strategies of these partners, and fully grasp how our range of product offerings complement theirs.

You fully immerse yourself in data collection, draw insight on macro trends and future market developments from analysis, and then take a higher-level view to develop compelling, synthesized analysis and GTM recommendations.

Acting as a senior leader, you lead, advise and support our executive, business and product teams to build strong mutually successful relationships with these key partners.


  • Develop and manage day-to-day relationships with multiple GSIs / RSIs
  • Rapidly structure complex, ambiguous, and novel relationships with global and regional system integrators
  • Use your strong understanding of SI priorities and business models to define how Contrast can best partner with the SI community in a mutually beneficial manner
  • Together with the GSIs / RSIs, define and develop the right solutions, prioritize verticals and use cases, prioritize target accounts, create customized joint value propositions for customers and sellers, and own accountability for delivering financial and business results
  • With the Strategic Alliance leadership team, define multi-year SI objectives and metrics (financial and strategic)
  • Build consensus among cross-functional teams and influence decision-making within all audiences
  • Facilitate field interaction between our system integrators and Contrast’s field sales organizations
  • Define and manage partner sales plays, certifications, onboarding and enablement
  • Actively scout and execute on opportunities to triangulate joint GTM opportunities with Cloud partners to activate ecosystem plays in the market
  • Lead execution against recommendations and foster relationships at multiple levels at partner organizations to drive success
  • Qualifications

  • 10+ years of experience in management consulting, business development or technical partnerships
  • 5+ years of leading GSI alliances, especially Accenture, Ahead, CapGemini, Cognizant, Deloitte, E&Y, KPMG, and / or Slalom Consulting
  • Experience in one or more of these industries : Enterprise Software, Software Development Tools, Cloud, Security
  • Strong AppSec and / or DevOps market knowledge and ability to create successful growth strategies as well as own and execute on long-term strategic plans
  • Demonstrated success at applying analytical skill to long-term business planning that results in tangible business outcomes
  • Excellent communication and presentation capabilities combined with ability to clearly articulate complex business proposals and to influence both internal and external stakeholders
  • Excellent collaboration skills that can quickly bring together Product, Marketing, Sales / Field to execute against partnerships
  • Go-Getter. Prior successful experience of working in an innovative, fast-paced startup with a high rate of flux. The candidate must demonstrate a strong entrepreneurial spirit and vigor.
  • BS / MS degree in a technical field, MBA is desired
  • We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.

    What We Offer

  • Competitive compensation
  • Medical, dental, vision benefits
  • 401(k)
  • Flexible paid time off
  • LI-132606351#LI-remote We are changing the world of software security. Do it with us. We believe in what we do and are passionate about helping our customers secure their business.

    If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security. Contrast Security is committed to a diverse and inclusive workplace.

    Contrast Security is an equal opportunity employer and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations.

    By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.

    and hereby give your consent for Contrast Security, Inc. and / or our HR-related Service Providers, to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities.

    If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation ( GDPR ) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA : The California Consumer Privacy Act of 2018 ( CCPA ) will go into effect on January 1, 2020.

    Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents.

    CCPA also gives employees, applicants, independent contractors, emergency contacts and dependents ( CA Employee ) new rights to privacy.

  • We could support remote work in most states except Colorado.Recruitment Agencies : Although we value the services you provide, at this time we are not accepting resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.
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