Alliance Manager - APAC

Menlo Security's https://www.menlosecurity.com/ mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista http://www.vistaequitypartners.com/?utm_source=vistapressrelease&utm_campaign=menlosecurity”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

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's cloud team and executives

• Direct engagement and partner relationships are a critical part of this role

• Help provide insight in the support of Cisco and Google Cloud events and attend/participate in the events

• Provide support in the form of expertise and training for Menlo Security's field sales enablement

Qualifications:

• BA, BS (or equivalent work experience), MBA preferred

• 8+ Years’ experience in Sales Leadership – Account or Channel Management

• Proven experience in the management of large global accounts

• Cisco and/or Google Cloud experience preferred

• Channel experience including selling with or managing channel partners is preferred

• Channel Program experience is a plus

• Demonstrated history of managing quota bearing sales or channel teams

• Industry knowledge of security product market trends and directional awareness of Menlo Security's roadmap and technology development efforts.

• The role calls for knowledge of competitive security products.

• Knowledge of how to deliver comprehensive security solutions to Menlo’s customer base, and maintain a general understanding of competitive selling strategies.

• Demonstrated ability to work in a virtual and matrix environment

• Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment

• 25% Travel with ability to travel internationally

• Strong communication (written and verbal) and presentation skills

• "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.