Head of Channel, Cyware
Threat intelligence automation solution
Open for applications
Threat intelligence automation solution
101-200 employees
Open for applications
101-200 employees
Company mission
Cyware's mission is to better predict and prevent attacks through cyber fusion and a collective defense.
Role
Who you are
- You can lead on strategic and tactical initiatives
- You are hungry, inquisitive, proactive, energetic, and driven
- You have a growth mindset and are committed to delivering results
- You thrive in a fast-paced, collaborative environment
- Possess Bachelor's degree or equivalent experience; MBA preferred
- At least 15 years of work experience in cybersecurity product organizations with a minimum 5 years of work experience in channel alliances
- Successful track record of understanding company strategy and driving revenue out of channel alliances and partnerships and achieving targets
- Ability to articulate a vision of the future landscape and all of the supporting steps necessary to achieve that vision, taking into account potential challenges and coming up with appropriate solutions
- Be a clear and effective communicator with excellent verbal and written skills
- Possess in-depth technical knowledge in one or more domains relevant to SaaS and security, and creating innovative solution architectures
- Demonstrated capability within technical disciplines such as solutions architecture and/or sales engineering
- Demonstrated excellence in strategic thinking, analytic decision making, and troubleshooting skills
- Knowledge of contracts and strong negotiation and influencing skills
- Ability to develop creative, valuable solutions for contract and operational issues
- Skilled at working up and down organizationally and across all functions, including legal and regulatory
- Ability to succeed in a high functioning, results driven team that is evolving and changing rapidly
- Highly professional, collaborative, self-motivated individual with the ability to work in a fast-paced environment, in dispersed groups and independently
- Prior experience working with global diverse teams preferred
What the job involves
- The Head of Channels and Alliances is a highly collaborative, influential, and experienced leader responsible for leading entire Channel Alliances, including initiating and closing new channel opportunities and driving new and existing partnerships, which will significantly accelerate Cyware’s growth and profitability. This is an exceptional opportunity to build a team from the ground up and have a considerable impact on a rapidly scaling company with a large customer base
- Set the vision for the optimal partner program given our product positioning and competitive advantages
- Identify, recruit, and onboard global, national and regional partners that align with our vision and objectives
- Help execute product strategy through sourcing and managing channel alliances
- Ownership of the entire channel alliance lifecycle, from lead to launch
- Define and oversee internal resources to support the partner program
- Design and drive sales enablement programs for our partners
- Grow and maintain the sales channel
- Build and nurture relationships across partners
- Provide market feedback to our product teams
- Develop and execute on key partner infrastructure, including processes, forecasting, compensation, training, and operational initiatives
- Identify solutions to joint operational problems and co-lead joint business planning processes
- Build new capabilities and mindsets that enable successful operational partnerships
- Educate Sales teams on new Alliances pricing models, sales, integrations, support models, and functionality within the designated channel alliance
- Create and manage operational metrics and meeting cadence with the alliance partners
- Pitch new deals, create proposals, negotiate agreements, and win new business
- Communicate how Cyware’s offerings drive security, our competitive advantage, and why it is worth the investment
- Navigate the industry to find key decision-makers and build their trust in both you and the company
- Act as executive champion for partner integrations within Alliance opportunities
- Successfully commercialize and scale new business to achieve annual strategic and financial goals
- Communicate value of initiatives and deal pipeline to executives through metrics and maintain leadership input and alignment
- Design go-to market value propositions that serve the interest of Cyware and alliance organization strengths
- Serve as a trusted advisor internally and within the alliance ecosystem
- Represent Cyware at conferences, potentially serving as a speaker or panelist
- Negotiate contract amendments requiring changes in collaboration with the contracts team and seamlessly unwind partnerships
- Conduct outreach, evaluate, and complete due diligence on new potential partners that link to business development strategies and growth Initiatives
- Determine optimal legal, operational, and financial structure
- Devise and achieve bookings objectives as set in the monthly/quarterly/annual plans
- Review pipeline opportunities with sales leadership to ensure the highest possibility of closure
- Travel will be required
Our take
The rise of digital threats, such as ransomware, has resulted in a huge necessity for digital threat intelligence. However, data collection has not yet been innovated on this, resulting in the success of a service being dependent on the laborious task of sifting through massive amounts of data.
Cyware provides an open-source threat intelligence package that automatically collects and analyses cyber-threat data. This provides an efficient and accessible solution for security analysts to tackle threat intelligence challenges. Ultimately, it allows them to focus on acting on resolutions, rather than analysing the data to find solutions manually.
Whilst many software companies provide cyber intelligence analytic solutions, the open-source nature of Cyware allows security analysts to collaborate. As a result, the startup provides a means to identify and prevent malicious hacking at an unprecedented rate.
Steph
Company Specialist at Welcome to the Jungle
Insights
-16% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2023
$30m
SERIES C
Mar 2021
$30m
SERIES B
Total funding: $73m
Company benefits
- Paid company holidays
- 401k plan
- Work from home opportunities
- Medical, dental, vision, prescription coverage
- Accrued PTO
- Phone & internet stipend
- Education reimbursement
- Short & long-term disability
- Life insurance & AD&D coverage
Company HQ
Newport, Jersey City, NJ
Leadership
Anuj Goel
(CEO )Worked at Citi for nearly 8 years, becoming Head of Global Cyber Strategy in 2013. Current Advisor for the Cyber NYC Inventors to Founders Initiative, and Senior Advisor for CSCSS.
Akshat Kumar Jain
(CTO)Spent 3 years as a Senior Software Engineer at STMicroelectronics, then became a Computer Scientist, and later a Program Manager at Adobe. Was a Director at Oracle India before co-founding Cyware.
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