Alliances Manager – Remote (USA) (f/m/d)
SecurityBridge is a fast-growing global software company and the leading provider of cybersecurity solutions for SAP. Our platform helps organizations worldwide protect their mission-critical SAP systems through real-time threat detection, vulnerability management, compliance monitoring, and security automation.
We are looking for an experienced Alliances Manager to develop and grow our strategic and technology alliance ecosystem. Reporting to the VP Global Channel & Alliances, you will build long-term partnerships that accelerate revenue growth, strengthen our market presence, and create additional value for customers through joint go-to-market initiatives and solution partnerships.
Working closely with Regional Sales, Marketing, Product Management, Customer Success, and Partner Operations, you will execute Joint Business Plans (JBPs), develop alliance-generated pipeline, and drive measurable commercial outcomes across strategic and technology alliances.
Key Responsibilities
Alliance Strategy & Partner Development
- Develop and execute the regional alliance strategy aligned with corporate objectives.
- Identify, recruit, onboard, and develop Strategic Alliances, Technology Partners, SAP ecosystem partners, and Global System Integrators (GSIs).
- Build executive relationships with strategic alliance partners and drive long-term engagement.
- Develop and execute Joint Business Plans (JBPs) with strategic partners.
- Continuously evaluate alliance performance and identify opportunities to strengthen strategic relationships across the SAP ecosystem.
Revenue Growth & Go-to-Market Execution
- Drive alliance-generated revenue and partner-sourced and partner-influenced opportunities.
- Build and execute joint go-to-market initiatives across co-selling, joint solutions, technology integrations, and market expansion.
- Increase Annual Recurring Revenue (ARR) through strategic partnerships.
- Support new customer acquisition, expansion opportunities, and strategic enterprise engagements.
- Collaborate with Regional Sales to maximize alliance contribution across the sales cycle.
Pipeline & Strategic Account Collaboration
- Build predictable alliance-generated pipeline aligned with regional revenue objectives.
- Conduct account mapping with alliance partners and GSIs.
- Identify whitespace opportunities across partner customer portfolios.
- Lead opportunity reviews and joint customer engagements with alliance partners and Regional Sales.
- Maintain accurate CRM data, pipeline quality, and forecasting.
Partner Enablement & Performance
- Develop alliance enablement programs and coordinate commercial and technical training.
- Collaborate with Marketing on joint campaigns, webinars, events, and thought leadership initiatives.
- Conduct Quarterly Business Reviews (QBRs) and monitor Joint Business Plan execution.
- Track alliance performance through defined business and sales KPIs and provide regular business updates to the VP Global Channel & Alliances.
Required Qualifications
- 7+ years of experience in enterprise software, cybersecurity, SAP ecosystem sales, strategic alliances, or business development.
- Proven success managing Strategic Alliances, Technology Alliances, or enterprise partner ecosystems.
- Experience working with Global System Integrators (GSIs), SAP consulting partners, technology vendors, and enterprise software partners.
- Demonstrated success building partner-generated pipeline and delivering measurable revenue growth.
- Experience developing and executing Joint Business Plans (JBPs) with executive stakeholders.
- Strong understanding of alliance business models, enterprise sales methodologies, and joint go-to-market strategies.
- Excellent commercial negotiation, executive relationship management, and communication skills.
- Experience managing pipeline, forecasting, and CRM processes.
- Willingness to travel within the assigned region.
- Fluent written and spoken English.