Google Alliance Manager

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 Google Cloud 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 Google Cloud in North America. The Alliance Manager will have a myriad of different responsibilities to ensure leverage and consistent engagement with Google Cloud 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 sales organization and Google Cloud. The Google Cloud 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 Google Cloud and will be asked to present at QBRs, executive meetings, training and events.

The Google Cloud 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 Public Cloud 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 Cloud 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 Google Cloud. The Alliance Manager will demonstrate a deep understanding of 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 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 Google Cloud sales teams

• Support Menlo Security's field sales organization on engagement management with Google Cloud.

• Assist with providing content for Public Cloud training curriculum and sales enablement

• Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy

• Develop annual strategic plan and performance goals for assigned Google Cloud

• Provide support and coordination for channel activity with assigned Google Cloud

• Understand and articulate the Google Cloud’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of the Google Cloud

• Provide an escalation point for pre-sales and post sales issues for any activity with the Google Cloud

• Build and maintain relationships with key personnel in the 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 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

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

• Proven experience in the management of large global accounts

• Google Cloud / Public 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 PAN’s customer base, and maintains 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

Our Compensation and Benefits

At Menlo Security, Base Salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $102,000 - $150,000.

In accordance with NY, CO, CA, and WA law, the range provided is Menlo Security’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.

Menlo Security does not accept unsolicited resumes from search firm recruiters. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of Menlo Security. 

Menlo Security is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

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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 f