Director of Technical Alliances, deepwatch
Splunk
$200-240k
OTE
+ Stock options
More information about location
Managed cyber security solutions
Open for applications
Managed cyber security solutions
201-500 employees
Open for applications
$200-240k
OTE
+ Stock options
More information about location
201-500 employees
Company mission
Deepwatch's mission is to serve its customers and protect their networks, everywhere, every day.
Role
Who you are
- Have a Bachelor’s degree (Computer Science or related discipline preferred) and MBA (highly desired); if no MBA, equivalent working experience
- Have 10+ years of proven experience in senior roles within strategic business development, technology alliances, or product management/marketing, including leadership over cross-functional initiatives and substantial customer engagement growth
- Show extensive knowledge of Splunk and other cybersecurity platforms, frameworks, and architectures, with a strong grasp of industry standards such as MITRE ATT&CK and NIST
- Work independently, establish priorities and demonstrate good judgment
- Exhibit a track record of successfully managing and influencing high-stakes relationships with senior executives and key decision-makers across partner and customer organizations
- Use data-driven insights and strategic thinking to drive joint business plans, quickly adapting to market changes while maintaining a focus on long-term value creation
- Proactively seek feedback and input
- Are smart, analytical (with attention to details), creative, driven and with get-it-done attitude
- Exhibit excellent communication, presentation and negotiation skills with the ability to interact with partners, executives, and customers on a daily basis
- Be collaborative, an exceptional listener, and skilled at influencing stakeholders internally and externally to align and execute on joint initiatives
- Possess channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach
- Have a good grasp of the MSS competitive landscape
- Are willing and able to travel extensively (often with short notice)
What the job involves
- Deepwatch is seeking a high-energy, experienced Sr Technology Alliances Manager
- This individual will play a key role in driving our continued growth nationally through the strategic alignment with our key partnership with Splunk
- You will be primarily responsible for developing and nurturing Deepwatch’s partnership with Splunk to increase the sale of Deepwatch Managed Security Services, and additionally supporting Deepwatch’s overall channel ecosystem and partner programs
- In this role you will identify opportunities to strengthen our alliance partnerships and collaborate with the Splunk product, technical, marketing and sales teams to enhance and optimize our joint GTM solutions, develop collateral and enable GTM teaming for demand-gen and sales
- This role will drive success that will be measured in go-to-market activities with a focus on new pipeline, revenue, market share gains, and overall competitiveness
- The ideal candidate has a combination of attributes including sales farmer mentality and business development, coupled with the strategic business acumen of an MBA graduate
- The individual should be an execution-focused team player that displays maturity, commands trust and inspires confidence; with excellent people and technical skills and the ability to thrive in a dynamic, fast-paced environment
- Strategic Growth and Business Impact: Shape and execute a long-term alliance strategy with top technology partners to significantly expand customer engagements, drive market differentiation, and enhance business alignment for scalable growth
- Executive Relationship Management: Cultivate, deepen, and leverage executive relationships with strategic alliance partners to elevate Deepwatch’s market position and mindshare as a trusted go-to MSS partner, influencing decision-making at the highest levels
- Cross-Functional Leadership and Alignment: Lead cross-functional initiatives and foster collaboration across sales, marketing, technical, and product teams, ensuring effective go-to-market (GTM) alignment to maximize joint customer and revenue opportunities
- Innovation and Thought Leadership: Engage deeply with emerging trends, technology shifts, and partner ecosystem changes to anticipate market dynamics, ensuring that Deepwatch’s partnerships remain aligned with both company goals and the evolving needs of the cybersecurity landscape
- Outcome-Oriented Strategy Execution: Own and optimize the performance of joint business plans with alliance partners, translating high-level strategy into actionable steps and measurable outcomes that support quarterly and annual objectives
- Business and Technical Evangelism: Represent Deepwatch in executive briefings, C-level presentations, industry events, and security conferences as a thought leader and technical expert, showcasing the value of Deepwatch’s solutions within the broader cybersecurity ecosystem
- Performance Analysis and Reporting: Provide comprehensive reporting on alliance performance, market insights, and competitive positioning, and proactively recommend adjustments to strategies and tactics as market conditions or business objectives shift
- Influence Over Product and Corporate Strategy: Act as a strategic advisor to Deepwatch’s executive leadership, offering input into the company’s overall strategy, product roadmap, and market positioning to align with alliance capabilities and market demand
Our take
With increased digital transformation and cloud adoption, businesses have ever-more complex systems to protect, making it harder to ensure everything remains cybersecure. Deepwatch supplies Managed Detection and Response (MDR) solutions, combining its technology and expertise to optimize protections for its clients, mitigate risk, and improve security outcomes.
Grasping the need for greater security for digital platforms, applications, and data, Deepwatch has built a cloud SecOps platform, upon which its services run. Its managed services are tailored to the requirements of each individual client, and involve a team of security experts collaborating with the business to gain an in-depth knowledge of their security requirements and specific areas of risk to target.
Competition for Deepwatch comes from companies such as Paladion, Crypsis, and ExtraHop. However, the demand for managed cybersecurity solutions is growing and - given there is a general cybersecurity skills shortage - security management companies like Deepwatch are becoming increasingly necessary. Funding raised by the company will allow it to grow to meet this demand, by accelerating innovation and development, and expanding its partner ecosystem.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Feb 2023
$180m
LATE VC
Oct 2020
$53m
SERIES B
Total funding: $256m
Company benefits
- Insurance plan options, including 100% employer premium contributions and HSA contributions for certain coverage
- Employer paid Life Insurance, Short-term and Long-term Disability, and Employee Assistance Program
- Supplemental coverage options
- Holistic employee Wellness program
- Flexible Time Off
- Paid Parental Leave
- Stock Options
- 401k with company match
- $200 Monthly reimbursement for Cell/Internet
- Annual recognition awards
- Spot bonus awards
- Employee and Customer Referral Bonus Programs
- Annual credit to Deepwatch Swag Store
- Professional Development Allowance: $3,000 in your first year and $6,000 annually thereafter
- Formal Leadership Development Program
- Employee-driven, company-wide Mentoring Program
- Paid time off for volunteering and voting
- Support for company-wide initiatives, such as Stem for Her and local initiatives like Feeding Tampa Bay
- Sponsored Employee Affinity Groups, including Women of Deepwatch, BIPOC, and DW Veterans
- Annual Company Kick Off Event, Monthly All Hands calls, cross functional initiatives, social events, interactive wellness programs, and department offsite meetings
- Peer Recognition Program (Radical Performer)
Company values
- Customers Are Our Core - Customers are the heart of our business. Every hire, process and decision is made with a focus on bolstering our ability to deliver exceptional customer experiences.
- Innovation Drives Us - We continually focus on curating leading technologies into our Cloud SecOps Platform to stay ahead of the rapidly changing landscape.
- Expect Excellence - We strive for excellence in everything we do. We do not settle for satisfactory. We hire outstanding employees, integrate best in class technologies and partners and expect excellence across our organization.
- One Team - We are one team. No one person can accomplish the mission alone. We are selfless in our commitment to each other and to the greater good of the organization.
- HAVE A BLAST! - We believe that promoting a fun and transparent work environment fuels creativity, positive relationships, and rewarding career experiences. We focus on the positive and celebrate our successes.
Company HQ
Carver City-Lincoln Gardens, Tampa, FL
Articles
Leadership
Charlie Thomas
(CEO)A serial entrepreneur, Charlie has led and grown four different startups to market values from $25 million to over $1 Billion with four exits and an IPO.
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