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Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 8,400 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks. Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands. Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide. This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit darktrace.com.Job Summary Darktrace is seeking a Partner Leader to join our Partner team for the role of Cloud Alliances Manager. You will report to the Global Head of Partnerships with a phenomenal opportunity to help develop and deliver on Darktrace’s multi-cloud strategy to support our customers on their security journey. Darktrace’s relationship with cloud providers is critical to our long-term growth and you will help us design, build, and implement a successful co-sell strategy which would include enablement and scalable programs. You will collaborate very closely with cross-functional teams to maximise our relationships with AWS and Microsoft to grow revenue streams through our Cloud providers and Channel partners as force-multipliers. Location - Open to any US office location Key Duties & Responsibilities Serve as the sales point of contact for our AWS and Microsoft partnerships including executive engagements, account team management, and escalations Develop and execute strategy, objectives and initiatives to achieve growth and revenue metrics Create and effectively manage pipeline and reporting on opportunities and programs Lead in the management of GTM activities with AWS and MS Manage and grow Darktrace channel partner strategy via marketplace Expand and elevate relationships within AWS and MS; Forge new relationships at the sales leader and business unit level promoting Darktrace Identify and execute against new programs and growth initiatives that benefit both Darktrace and Channel Partners and collaborate on the development of new use cases and integrations Develop a plan for incremental growth through the Cloud Marketplaces leveraging the partner ecosystem and provide a regular update of that plan and its results Work across marketing and channel teams to develop GTM co-sell motions and demand generation programs with AWS and MS Assist in business justification and plan for product/certification roadmap Work in alignment with Darktrace global alliance teams to manage Darktrace’s external brand within AWS and GCP Qualifications & Experience Successful experience working in roles that require quota attainment and key performance metrics (essential) Clear communication skills and experience articulating complex concepts to cross-functional teams and key stakeholders (essential) Good executive presence, you can command a room while presenting or discussing strategic ideas (essential) Ability to build crisp presentations that communicate Darktrace/Cloud Alliance value to internal/external stakeholders (essential) Ability to build relationships easily with others and can do so over remote forms of communication (essential) A do-er who gets things done in an efficient manner and with high-quality, often in creative ways (essential) Motivated self-starter with the ability to work in a fast-paced dynamic environment and learn quickly (essential) Bachelor’s degree or comparable professional experience Benefits 100% medical, dental and vision insurance, plus dependents Paid parental leave Pet insurance Life insurance Commuter benefits #LI-Hybrid
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