Partner Alliance Manager - Cyber Security Services

About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just what we do. We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.
 Position Summary
The Cybersecurity Partner Alliance Manager (CPAM) is responsible for developing, overseeing, and executing Coalfire’s strategy with key Cybersecurity alliances and partners. Responsibilities will include developing and growing these relationships with senior stakeholders, driving strategic alignment, creating joint solutions, and accelerating new business opportunities. The CPAM sets the strategy and actions that will drive incremental revenue growth for Coalfire with the alliances/partners within the Cybersecurity service line.  
The role requires an individual with strong leadership, collaborative partnering, and prior sales experience who creates and evangelizes a shared plan for Coalfire’s go-to-market strategy with the alliances/partners. The candidate should be able to demonstrate business and conceptual technical expertise, particularly with security technologies. The candidate should have the skills to both envision process improvements while driving existing business and the ability to lead and collaborate with senior leaders to grow the business. 

What You'll Do

• Develop and support execution of the overall vision, strategy, and plan for Coalfire alliances/partnerships to drive incremental growth, including reporting and pipeline management processes.   
• Support the entire life cycle of partnership - develop, strategize, identify, engage, create, go-to-market, and governance. Support QBRs. 
• Manage key executive relationships with partner(s).  
• Support negotiation of technology and business agreements with alliances(s). 
• Drive creation of Partner agreements and manage them throughout the lifecycle. 
• Support alliance partner negotiations aligned with sales priorities. 
• Facilitate relationships between Alliance/Partner and Coalfire field leadership and sales teams. 
• Support Coalfire sales teams on key Alliance/Partner opportunities throughout the sales lifecycle. 
• Identify and drive events to assist in elevating awareness of Coalfire’s capabilities within alliances/partnerships (webinars, videos, speaking engagements, etc). 
• Identify and evaluate new alliance and partner opportunities that will expand our CSS business. 
• Anticipated estimated travel up to 30%. 

What You'll Bring

• 5+ years of progressive sales management roles with record of meeting and exceeding sales targets. 
• 5+ years of experience selling security consulting and managed services. 
• Strong understanding of key companies and organizations that make up the Security marketplace. 
• Experience working in or with Security technology or services organizations. 
• Prior experience in Security consulting or companies offering professional services. 
• Ability to be an advocate for the Alliance - sell internally in Coalfire. 
• Proven collaborative and teaming skills. 
• Should be self-motivated, pro-active with “can-do” approach. 
• Ability to develop in-depth knowledge of the Coalfire and partner(s) specific offerings and solutions along with the associated Coalfire value-added strategy, and map joint solutions that address clients’ business needs. 
• Ability to work in a complex alliance. 
• Execute against the business goals, objectives, and targets. Define the KPIs for business performance and enable execution to meet the target. 
• Develop field engagement models to optimize for both market share and revenue generation.  
• Strong ability to partner with executives to create win-win opportunities.  

Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, our Human Resources team at HumanResourcesMB@coalfire.com.