Pincipal Strategic Alliance Manager, CSP

Intelligent. Dynamic. Resilient. 

Everfox, formerly Forcepoint Federal, has been defending the world’s most critical data and networks against the most complex cyber threats imaginable for more than 25 years. As trailblazers in defense-grade, high assurance cyber security, we have been leading the way in developing and delivering innovative cyber security technology. We protect data wherever it resides. Our unwavering dedication and commitment to our customers and the critical missions they serve are what set us apart. We are dynamic, vigilant, and proactive in everything we do. Our suite of cross domain, threat protection and insider risk solutions empower governments and enterprise organizations to use data safely - where and however their people need it. At Everfox, we innovate, we invest, we achieve. We protect what matters most to our customers. And we offer protection like no other. We do all of this so our customers can focus on what matters most… their mission.

OVERVIEW:
Everfox is a growing company with innovative, unique and compelling technology that customers have come to rely on. The demand for cross-domain, insider risk, and zero-trust data protection technologies continues to expand, and our business requires sophisticated resources to open new routes to global markets. Accordingly, we are investing in strategic routes-to-market and expanding our global presence. This variety of growth requires new & different types of organizational resources to execute on a Partner-First go to market approach.

During this time of growth and expansion, we must maintain our culture of team-before-self, customer obsession, and active cross-functional collaboration. To that end, we are searching for talented sellers who can embrace our culture and contribute to our success by helping us build out a durable and effective Global Partner Program.

BASIC QUALIFICATIONS:
This role requires that the successful candidate have a proven track record of successfully designing, organizing consensus for, and delivering high-impact business strategies. The role also requires the candidate to employ their deep technical and operational familiarity with hyper-scale Cloud Services Providers to build and expand on our partnerships with those companies. Experience with cross-domain, insider risk, and data protection technologies is also desired.

POSITION SUMMARY:
The Cloud Services Provider (CSP) Alliance Manager is a new role within Everfox and will evolve to adapt to emerging business needs. The desired individual will be responsible for the development, orchestration, and execution of collaborative sales plays and go-to-market programs that integrate Everfox capabilities with CSP platforms – either by enabling CSPs to create new service offerings, enhancing their existing offerings, or identifying and augmenting technological/service offering gaps. Ultimately the desired individual will be responsible for establishing a “sell-with” revenue stream through partnership with Microsoft, AWS, Google, and Oracle.  

The Cloud Services Provider (CSP) Alliance Manager will identify, qualify, orchestrate, and manage high-impact sales strategies with key Everfox CSP Partners. This will require a complete understanding of hyper-scale cloud technologies (IaaS, SaaS, PaaS) and the application, accreditation, and delivery of services in the government space.

This role is a strategic go-to-market function and will be compensated accordingly. The candidate must be a US-person, ideally US-based, able to travel internationally, and have a high- level security clearance or be capable of holding one. The ideal candidate has a strong technical background in IaaS/PaaS/SaaS, cyber-security, cloud deployment model operations, and a history of successfully designing and delivering high-impact business strategies.

You will engage directly with Everfox CSP Partners at multiple levels and disciplines. You will work regularly with Everfox field Sales teams and Sales leadership, Capture and Business Development teams, internal and external technical teams, Legal & Contracts teams, and Marketing and Operations teams. You must know when and how to engage with various CSP teams to design and execute the strategies developed. You will operate in both strategic and tactical capacities and must build effective cross-functional teams. This role requires operational and business acumen, creativity, follow-through, and a bias for action – as well as the ability to show consistent (measurable) business results.

Our working environment is dynamic and growing quickly, so you can influence how we orchestrate and execute our go to market approach. Therefore, you must convincingly articulate strategies to a cross-functional team of internal and external stakeholders and get them on the same page regarding tactics, communication, and execution. You will be responsible for creatively enhancing and expanding the partner relationships to drive new business growth.

The Cloud Services Provider (CSP) Alliance Manager will be expected to understand all facets of the partnerships you manage and be able to leverage that knowledge to deliver on business objectives.

PRIMARY RESPONSIBILITIES:

Functional Responsibilities:

• Establish, solidify, or expand strategic partnerships with Microsoft, AWS, Google, and Oracle
• Establish “sell-with” revenue streams through partnerships with Microsoft, AWS, Google, and Oracle. 
• Design, orchestrate, and facilitate the implementation and execution of collaborative go-to-market offerings.
• Establish and document clear go-to-market strategies in partnership with internal stakeholders.
• Building “connective tissue” between Everfox and its partner organizations
• Understand and subsequently apply Everfox technologies and go-to-market objectives to develop strategies.
• Understand partner organizational structures, culture, business imperatives/strategy, technologies, and processes Devise and implement pricing strategies, deal-structures, and associated contracts

General Responsibilities

• Travel, CONUS/OCONUS, to visit partners face-to-face
• Develop and maintain ongoing, effective internal relationships
• Develop and maintain relationships with key individuals and teams across partner organizations
• Coordinate with key internal stakeholders to align business needs with partner capabilities and vice versa
• Meet with customers, partners, and internal teammates to develop sales and partnership strategies
• Participate in internal planning and review activities, including periodic pipeline reviews, campaign planning and analysis, partner program expansion opportunities, sales team strategies, and goals.
• Develop and apply insights into new go-to-market strategies and collaborative partner technology plays.
• Contribute to program collateral, both internally and externally facing
• Interact routinely with multiple levels of management, staff, customers, and partners
• Follow through on tasks and execute plans/strategies
• Brief project and partner status updates to senior management at specified milestones and when material changes occur
• Consistently and accurately communicate progress and report on critical metrics
• Investigate problem areas and implement solutions
• Facilitate cross-team collaboration

PERFORMANCE MEASUREMENTS:

The Cloud Services Provider (CSP) Alliance Manager will be evaluated based on their ability to build and enable new revenue streams across the CSP partner ecosystem. Ultimately, success will be defined by the business impact of the partnerships developed and managed and how the CSP Alliance Manager works with the internal team to accomplish agreed-upon objectives.

Quantitative:

• Partner solution/service pipeline value
• Partner solution/service annual bookings value
• Quantity of approved/vetted sales plays and combined-solution pursuit projects
• Value of new markets opened as a result of combined-solution pursuits
• On-boarding/through-put volumes of new customers utilizing CSP services derived from combined-solutions

Qualitative:

• Health and level of engagement of each partner and the partner ecosystem in totality
• Effectiveness of partner enablement efforts
• Feedback from peers based on your cross-functional internal team collaboration and partnership
• Follow-up, with the ability to document and execute plans/milestones

A reasonable estimate of the on-target earnings ("OTE", which includes base salary + target commirange for this role is:

The actual OTE offered may vary within the range based on a candidates' unique experience, locale, and business needs. In addition to the OTE, Everfox offers a generous benefits package including flexible PTO, a 401k match, and contribution to healthcare coverages. Our talent acquisition team will provide specific information regarding OTE and benefits offerings.

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Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. Everfox is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.

The policy of Everfox is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by sending an email to g2hr@forcepointgov.com 

Everfox is a Federal Contractor. Certain positions with Everfox require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.

Applicants must have the right to work in the location to which you have applied.