Alliance Manager - APAC

Job Description

The Menlo Security APAC Alliance Manager is part of the Strategic Technology Alliances Team. This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with Cisco and Google Cloud in the APAC region. The Alliance Manager will have a myriad of different responsibilities to ensure leverage and consistent engagement with Google Cloud and Cisco to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations. The Alliance Manager will be part of the team that coordinates Menlo Security sales activities and will be a central conduit for engagement management between the Menlo Security APAC sales organization, Cisco and Google Cloud. The Alliance Manager will report to the VP of Strategic Technology Alliances, but will have several dotted line coordination requirements for consistent communication and engagement with Sales, Marketing, Channels and Inside Sales. This position will be knowledge expert on all aspects of Cisco and Google Cloud and will be asked to present at QBRs, executive meetings, training and events.

The Alliance Manager is regarded as being highly strategic to the company and the Public Cloud initiative in regards to strategy, influence and execution. The Alliance Manager is required to contribute to the larger Menlo Security's alliance strategy outside of their day to day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other engagement activities. It is expected that the Alliance Manager has consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the sell with activities with Cisco and Google Cloud. The Alliance Manager will demonstrate a deep understanding of Cisco and Google Cloud go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management.

Your Impact

• Manage all joint sell with and go to market activities with Cisco and Google Cloud
• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports
• Facilitate co-selling opportunities, account mapping and other sales engagements between Menlo Security's field sales and the Cisco and Google Cloud sales teams
• Support Menlo Security's field sales organization on engagement management with Cisco and Google Cloud
• Assist with providing content for Cisco and Google Cloud training curriculum and sales enablement
• Coordinate activities and have involvement with Cisco and Google Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of partner strategy
• Develop annual strategic plan and performance goals for Cisco & Google Cloud
• Provide support and coordination for channel activity with Cisco and Google Cloud
• Understand and articulate Cisco and Google Cloud provider’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision
• Provide an escalation point for pre-sales and post sales issues for any activity with Cisco and Google Cloud
• Build and maintain relationships with key personnel in Cisco and Google Cloud to solidify Menlo Security's standing and awareness within the provider and to assist in the development of key relationships with the extended Menlo Security team