Field Alliance Manager, ExtraHop
Strategic Partnerships
$140-150k
70/30 split
Cyber security platform
Be an early applicant
Cyber security platform
501-1000 employees
Be an early applicant
$140-150k
70/30 split
501-1000 employees
Company mission
To reveal cyber risk and build business resilience by exposing threats organizations can't see.
Role
Who you are
- 5+ years of experience in Strategic Alliances, Business Development, Partner Sales, or Channel Management within the cybersecurity industry
- Direct and proven experience managing a significant alliance relationship with CrowdStrike is a highly desirable advantage, or extensive prior experience with other top-tier cybersecurity/GTM partners (e.g., Netskope, Palo Alto Networks)
- Deep understanding of the security landscape, particularly in the areas of NDR, EDR, SIEM, and Cloud Security
- Demonstrated ability to influence and manage without direct authority across sales, product, and engineering teams
- Exceptional written, verbal, and presentation skills
- Field-Oriented: A self-starter who is comfortable spending significant time engaging directly with field sales teams, partners and customers
- Strategic Thinker: Ability to translate technical product integrations into compelling, revenue-driving business value propositions
- Results-Driven: Proven track record of meeting and exceeding partnership revenue goals
- Travel: Willingness to travel up to 30% of the time for partner meetings, events, and field engagement
What the job involves
- ExtraHop is seeking a highly motivated and results-oriented Field Alliance Manager to help scale, and manage our strategic, field-facing business development relationship with CrowdStrike
- This is a critical, high-visibility role responsible for driving joint revenue, GTM strategy, and technical field alignment between the two organizations
- This position will report to the SVP of Field Operations and will require close collaboration with our Sales, Product, Marketing, and Engineering teams, as well as their counterparts at CrowdStrike
- Establish and nurture deep, trusting relationships with key stakeholders across the CrowdStrike GTM ecosystem, including sales leadership, field reps, channel/alliance teams
- Develop and execute a comprehensive joint business plan to drive measurable growth in influenced revenue, partner-sourced revenue, and joint solution adoption
- Identify, qualify, and track joint sales opportunities across both ExtraHop and CrowdStrike's pipelines, ensuring maximum cooperation and co-sell efficiency in the field
- Participate in the creation and utilization of joint GTM mate
- Rials (solution briefs, presentations, battlecards, ROI calculators) for use by both companies' sales teams
- Work with ExtraHop Marketing to help plan and execute joint marketing campaigns, sales plays, events, webinars, and presence at industry conferences
- Drive technical integration adoption by working closely with the ExtraHop Product and Engineering teams to ensure the partnership delivers maximum mutual customer value (e.g., product functionality, APIs, etc.)
- Define and track key performance indicators (KPIs), including influenced revenue, closed/won opportunities, and active field engagement metrics
- Provide regular, data-driven reporting and performance readouts to ExtraHop leadership, identifying risks and opportunities in the partnership
- Work cooperatively with others within the organization and other cross-functional stakeholders
- Work well in fast-paced, high-stress environments
- Has predictable, reliable attendance
Our take
When trying to become more cybersecure, many businesses find themselves operating blindly, as they lack the necessary insights to understand potential attack points within their networks. This information gap has led to an alarming vulnerability, leaving organizations exposed to threats that remain unseen.
ExtraHop provides organizations with the network visibility and threat detection capabilities they need. Through its cyber defense platform, the company enables businesses to detect and respond to advanced cyber threats before they can compromise their operations. Importantly, its use of cloud-scale AI and ML means this is done in real time.
With a portfolio of over 70 AI and ML patents, ExtraHop has built a reputation as an innovator in the space. It has been able to accelerate growth since its acquisition by Bain Capital and Crosspoint Capital in 2021, and fresh funding will ensure it is able to continue expanding capabilities and reinforcing its already strong position.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jan 2024
$100m
GROWTH EQUITY VC
May 2014
$41m
SERIES C
Total funding: $161.6m
Company benefits
- Be well: Comprehensive benefits package including medical, dental, and vision coverage.
- Get smarter: Tuition reimbursement to support continuing education
- Give back: 3 community service days each year
- Invest in yourself: Competitive 401K program and stock options
- Cheers!: Seattle office features craft beer on tap, espresso bar, and a kitchen stocked with snacks
- Play hard: Flexible paid time off policy
Company HQ
Pike Pine Retail Core, Seattle, WA
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