Partner Alliance Manager

THE HIGH LEVEL

The Partner Alliances Manager, Cybersecurity will own the strategic and operational management of cybersecurity vendor relationships within our Commercial, State, Local, Education (SLED), Civilian, and Defense solution portfolio. The role is responsible for maximizing partner-sourced and influenced revenue, aligning partner solutions with Iron Bow business units, and ensuring seamless integration of partner enablement into our overall go-to-market strategy. You will identify and drive adoption of sell-thru business units' strategy, participate in the business acquisition process for high-value proposals, and support the development of solutioning strategy for Cybersecurity, Quantum, and DevSecOps.

The ideal candidate is a channel-savvy relationship builder who understands both the cybersecurity landscape and the intricacies of doing business in the U.S. public sector - including procurement regulations, partner programs, and compliance frameworks.

WHAT SUCCESS LOOKS LIKE?

• Visionary Thinker: You're like the captain of the team, leading the way and shaping success in complex situations.
• Relationship Builder: You're great at getting results and understand how important alliances are for our team. You work hard to achieve program goals, even when things are always changing.
• Problem Solver: You're quick to find solutions to customer problems, and you're always ready to adapt to new situations and changes.
• Business-Minded: You don't just support Strategic Alliances; you embrace how our products can help businesses succeed.
• Empathetic Leader: You believe in the power of understanding others and leading with empathy, intuition, and strong leadership to get great results.

KEY RESPONSIBILITIES

• Serve as the primary business liaison to assigned cybersecurity OEMs, ISVs, and service providers.
• Generate, pursue, and capture partner specific business development leads - from early OEM engagement and shaping, to solution qualification and pricing, proposal, and project delivery.
• Contribute to development and driving execution of partner-specific growth strategies that include co-selling, co-marketing, and co-solutioning in collaboration with business leads.
• Build and maintain executive-level and working-level relationships across partner organizations (sales, channel, marketing, and technical teams)
• Negotiate and manage partner enablement, price, agreements, incentives, and MDF (Market Development Funds) allocations.

BUSINESS DEVELOPMENT AND REVENUE GROWTH

• Work alongside Iron Bow leadership, across departments (sales, marketing, solutions & services, etc.), to develop and lead partner strategy that aligns with our core capabilities and is beneficial to all parties.
• Develop join business plans with partners to drive revenue, including commercial, state, local, and education (SLED).
• Work as a liaison between partners and Iron Bow to develop a clear understanding of the customer needs and desired business outcomes.
• Leverage partner programs and incentives to maximize profitability and competitive positioning in bids.

GO-TO-MARKET EXECUTION

• Work with marketing to design and execute joint campaigns, events, and demand-generation activities.
• Align partner offerings with our cybersecurity portfolio strategy, ensuring solution relevance to mission needs.
• Enable internal sales teams and CTO office on partner value propositions, differentiators, and partner eligibility.

OPERATIONAL EXCELLENCE

• Manage quarterly business reviews (QBRs) with partners to assess performance against KPIs.
• Coordinate with contracts, legal, and compliance teams to ensure partner engagements meet Iron Bow requirements.
• Maintain accurate partner pipeline data, reporting, and certifications requirements.

YOUR VALUE PROP FOR OUR TEAM

• Bachelor's degree in Business, Marketing, or related field - or equivalent experience.
• 5+ years of channel/alliances, vendor management, or partner marketing experience, ideally within a large IT VAR, System Integrator, or OEM.
• Proven track record in managing cybersecurity OEM partnerships (e.g., EverFox, Palo Alto, Tenable, Quest, Crowdstrike, CloudFare, Fortinet, etc.)
• Understanding of U.S. government procurement processes, contracting vehicles, and compliance frameworks.
• Strong communication, negotiation, and presentation skills with success in executing a strong marketing plan for successful partnership.
• Proficient in the MS Office Suite
• Ability to build and maintain relationships at all levels of an organization.
• Must be able to excel within a team and as an individual contributor.

TRAVEL REQUIREMENTS

• Requires 25% travel.

WHY YOU'LL LOVE IT!

• Collaborative Environment - Collaboration isn't a buzzword, it's the key to our success. You'll seamlessly collaborate with our Engineering, Chief Technology Office, Chief Strategy Office, Sales and Marketing teams for precise alignment and propelling opportunities towards excellence.
• Integrity - Ethical standards are non-negotiable at Iron Bow. Upholding honesty and authenticity in every client interaction cements our reputation as a trustworthy partner.
• Transformation - Join us in redesigning the customer and employee experience, for unparalleled success.
• Thriving Culture - Our company culture isn't just about work; it's about promoting an environment where innovation flourishes, ideas are heard, and growth is supported. We value diversity, creativity, and foster an atmosphere that fuels your professional journey.
• Impactful Work - You'll be part of meaningful projects that make a difference.
• Innovation & Excellence - We're at the forefront of our industry, pushing boundaries and forward-thinking initiatives.
• Flexibility & Autonomy - We encourage our team members to excel and make decisions.
• Resources - Access the tools and support needed to succeed; we're heavily invested!

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