Channel and Alliances Product Marketing Manager, Salt Security
Salary not provided
Adobe Creative Suite
Tableau
Google Analytics
Salesforce
Hubspot
Marketo
Canva
Pardot
Senior level
Remote in US
API threat security
Job no longer available
API threat security
101-200 employees
B2BArtificial IntelligenceEnterpriseMachine LearningSaaSAPICyber Security
Job no longer available
Salary not provided
Adobe Creative Suite
Tableau
Google Analytics
Salesforce
Hubspot
Marketo
Canva
Pardot
Senior level
Remote in US
101-200 employees
B2BArtificial IntelligenceEnterpriseMachine LearningSaaSAPICyber Security
Company mission
To protect every API in the world.
Role
Who you are
- Experience: 5+ years of experience in product marketing, with a specific focus on channel or partner marketing, particularly in B2B technology or SaaS environments
- Product Knowledge: Deep understanding of the company’s product offerings, including technical features, benefits, and differentiators
- Channel & Alliance Experience: Experience working with channel partners and/or strategic alliances is crucial. Knowledge of partner ecosystems, sales motions, and partner incentives is a big plus
- Cross-Functional Collaboration: Proven ability to work with multiple internal teams (e.g., product management, sales, customer success, and creative teams) to align product strategies and execution
- Analytical Skills: Ability to analyze sales data, marketing campaign performance, and partner feedback to optimize strategies
- Project Management: Strong organizational skills and the ability to manage multiple projects and deadlines
- Communication Skills: Excellent written and verbal communication skills to create compelling product messaging and work effectively with partners and internal stakeholders
- Creativity: Ability to develop innovative marketing campaigns and sales strategies tailored to both partners and end customers
- Strategic Vision: Ability to align product marketing efforts with the overall business and partner ecosystem strategy
- Relationship Building: Strong interpersonal skills to manage partner relationships and work effectively across teams
- Adaptability: Able to adjust strategies and tactics in response to market shifts, product changes, and evolving partner needs
- Problem-Solving: Ability to address challenges quickly, whether they relate to partner engagement, product feedback, or market competition
What the job involves
- A Channel and Alliances Product Marketing Manager is a specialized role that focuses on managing the marketing of a company's products and solutions through channel partners (such as resellers, distributors, VARs) and strategic alliances (like technology partners, system integrators, or consultancies)
- The main goal is to enable partners to successfully sell and promote the product while ensuring the product’s value proposition is clearly communicated in the market
- This role requires a deep understanding of both the company’s product offerings and the dynamics of partner ecosystems
- Develop clear, compelling, and differentiated messaging for products tailored to channel partners and strategic alliances
- Ensure that the messaging aligns with both the company’s overall strategy and the specific needs of partners, enabling them to effectively communicate the value proposition to end customers
- Customize product messaging based on the partner’s market segment, region, or industry
- Work closely with channel partners and strategic alliances to develop joint go-to-market (GTM) strategies for new product launches or updates
- Define and execute marketing plans that leverage both the company’s resources and the partners' capabilities to reach a larger audience or penetrate new markets
- Identify opportunities for joint product bundles, integrated solutions, or co-branded offerings that can increase the appeal of the product
- Develop product training materials, presentations, demos, and other resources that help channel partners and alliances understand the product’s features, benefits, and competitive advantages
- Conduct training sessions and workshops for partners to ensure they have a deep understanding of the product and can position it effectively to their customers
- Create and maintain a product knowledge repository for partners, ensuring they have easy access to the latest product details, use cases, and success stories
- Equip channel sales teams and alliance partner sales teams with the right tools, content, and sales collateral to drive product sales
- Develop sales scripts, objection-handling techniques, case studies, and other assets that partners can use to close deals
- Provide ongoing support to sales teams by answering product-related queries and offering guidance during the sales process
- Develop and produce a wide range of marketing materials, including product brochures, whitepapers, data sheets, case studies, demo videos, and FAQs, designed for use by partners
- Create co-branded assets that partners can use in their marketing campaigns, making sure that the product’s unique selling points (USPs) are highlighted
- Work with creative teams to ensure that all content aligns with brand guidelines and resonates with the target audience
- Work with channel partners to develop co-branded campaigns (e.g., email, social media, paid advertising, webinars) that promote the product
- Create incentives for partners to run joint marketing initiatives, such as co-funded marketing programs or lead-generation campaigns
- Manage the execution of these programs, tracking KPIs, and ensuring that campaigns meet both partner and company goals
- Coordinate product launches with channel partners and strategic alliances, ensuring that partners are well-prepared to market and sell the product
- Develop launch kits, messaging documents, and product launch communication to ensure alignment across all partner organizations
- Conduct internal briefings to ensure that sales, support, and partner teams are equipped to handle the product’s introduction in the market
- Analyze the competitive landscape to understand the positioning of your product in relation to competitors within the channel and alliance ecosystem
- Conduct research into partner needs, customer preferences, and industry trends to refine the product offering and enhance its market fit
- Regularly update product and competitive intelligence to keep partners informed and ahead of industry changes
- Track and measure the effectiveness of product marketing campaigns and initiatives through key performance indicators (KPIs), such as sales pipeline growth, lead generation, and revenue contributions from partners
- Provide regular performance updates to internal stakeholders, such as product managers, sales leadership, and executives
- Use data and insights to optimize future product marketing efforts and ensure alignment with overall business objectives
- Collect feedback from channel partners and alliances about product performance, customer reactions, and potential areas for improvement
- Work with the product management team to relay this feedback and influence the future development or iteration of the product
- Advocate for partners’ needs and ensure that product improvements align with both market demands and channel partner success
Our take
In today’s digital economy, APIs are the direct gateway to companies' most important data and assets. Almost all businesses are subject to API-related security issues, and they need to mitigate the risk of rising attacks. Salt Security has developed an API threat protection solution using machine learning and artificial intelligence.
CEO Roey Eliyahu is the pioneer behind the company's market-only patented security solution, which differentiates it from other security service offerings. Eliyahu's achievements and dedication to API security prompted his inclusion in the 2021 Forbes 30 Under 30 Enterprise Technology listing.
API abuses have gone from an uncommon to one of the predominant attack vectors for cybercriminals looking to breach a company's security. The sophistication of these attacks has increased in step with their prevalence. Salt Security will need to continually innovate to stop API attackers from succeeding. Its recent launch of Pepper, an AI-powered knowledge-based assistant for API security is an example of how the company will facilitate wider access to its services.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Top investors
Company
Funding (last 2 of 6 rounds)
Feb 2022
$140m
SERIES D
May 2021
$70m
SERIES C
Total funding: $270.2m
Company values
- One Team: Each team member plays a crucial role in our company's success. We win as a team. We are collaborative, transparent, aligned and always care about each other
- It's all about our customers: We constantly adapt to exceed our customers expectations. We are their trusted partner. Creating value is our reason for being
- Keep it positive, focus on the solution: We assume positive intent especially through difficult situations. We are respectful, professional, and above all - focused on solving the problem
- Make it easy: We strive for simplicity in everything we do. We make it easy for our customers and each other
- Move with speed, get it done: Speed is a business strategy. We own it, we are accountable and above all - we move fast and deliver with quality
Company HQ
Palo Alto, CA
Articles
Leadership
Roey Eliyahu
(Co-Founder & CEO)Roey worked in the Israeli Defense Force for over 3 years in Cyber Security, before working at Cigol Digital Systems for a year. They left this role as CTO of Eshkol College - which they founded - in December 2015 to co-found Salt Security the following January.
Michael Nicosia
(Co-Founder & COO)Before co-founding Salt, they served as the COO of Adallom. Prior to that, they were the Vice President of Sales at AppSense and Liquid Enquiries and also a Senior Director at Citrix Systems.
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