Google Alliance Manager, Menlo Security
$102-150k
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
More information about location
Cloud-based security platform
Be an early applicant
Cloud-based security platform
201-500 employees
Be an early applicant
$102-150k
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
More information about location
201-500 employees
Company mission
To help businesses and organizations achieve full online productivity to achieve their goals by pre-emptively eliminating cyber attacks.
Role
Who you are
- 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
- Strong communication (written and verbal) and presentation skills
- "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business
What the job involves
- 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
- 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
Our take
Menlo Security takes a “zero trust” approach to computer threats by isolating all of a business’s web browsing and putting it on a remote server. Instead of depending upon software to scan and search for threats, it prevents attacks from ever reaching the system. Browsing activity no longer takes place on the end user’s device, instead, it all happens on a remote cloud service which is operated by the company. This service is the largest secure web gateway in the world.
Menlo Security has focused on protecting businesses from web and email attacks, and its model means that it can be integrated with most popular browsers. A particularly appealing aspect of its service is that it doesn’t require businesses to install new software or change their approach, drastically reducing friction for users and making onboarding a far simpler experience.
Currently used by 8 out of 10 of the world's largest banks and capable of completely stopping up to 90% of threats, Menlo Security is in a strong position. It is still continuing to develop its services, however, most recently building out a range of AI-powered tools to detect and prevent phishing and ransomware attacks. Moves like this seem likely to help keep Menlo Security at the forefront of its sector.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2020
$100m
SERIES E
Jul 2019
$75m
SERIES D
Total funding: $260.5m
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Amir Ben-Efraim
(Co-Founder & CEO)Having studied at UCB, Stanford, and UCLA, they worked in Business Development at Check Point Software before founding Blue Wireless in 1999. They continued to work in Security Software, before co-founding Menlo Security in 2013.
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