Senior Business Development and Strategic Alliances Director, Netskope
AI Ecosystem
$123.5-251k
OTE
More information about location
Security cloud platform
Be an early applicant
Security cloud platform
1001+ employees
Be an early applicant
$123.5-251k
OTE
More information about location
1001+ employees
Company mission
To redefine cloud, network, and data security, empowering security teams with the right balance of protection and speed they need to secure their organisation's digital transformation journey.
Role
Who you are
- This role requires a highly versatile and capable individual with a proven track record of success spanning creative strategy development to execution discipline and pragmatism, executive presence and credibility along with the ability to closely collaborate with cross-functional stakeholders including product and engineering teams, a strong business sense coupled with technology curiosity and fluency, negotiation strategy and tactics that result in achieving the right outcomes, and delivering results and impact aligned with strategic and business goals
- Minimum of 15 years of combined experience in strategic business development, strategic alliances / partnerships, corporate development, and/or product management strategy and execution in the enterprise software, cybersecurity, and/or AI-related industries
- 8+ years of strategic business development or strategic alliances / partnerships experience within all the critical phases of moving a strategic idea from inception through an executed agreement resulting in tangible business value and impact, and must have played a hands-on role in managing each of those phases
- Proven experience forming, leading, and managing global, cross-functional, and virtual teams across multiple time zones
- 5+ years combined experience in cybersecurity and AI-related domains, ideally with strong domain knowledge and deep understanding of the AI value chain and ecosystem players, and intersections with cybersecurity
- Demonstrated ability to develop and implement complex, multi-faceted business development and alliance strategies that result in measurable business impact. Passion and bias for action to get the right things done in the right way with integrity and transparency
- Exceptional communication, interpersonal, emotional intelligence, advocacy, presentation, and negotiation skills with the ability to influence senior executives both internally and externally
- Education: Bachelor's degree required; MBA or advanced degree preferred
What the job involves
- Netskope is seeking an accomplished and strategic leader to fill the role of Sr Business Development and Strategic Alliances - AI Ecosystem Director
- This pivotal position is responsible for defining, developing, evolving, executing, and maintaining the global strategic partnerships / alliances strategy and engagement with key value chain participants across the AI ecosystem (e.g. , hardware, data, foundation model, MLOps, applications, AI agents, services) to support and enhance Netskope’s reputation, market presence, and leadership position
- Understand AI value chain and ecosystem players, anticipating scenarios for how the landscape may evolve, and formulate a winning business development and alliance strategy
- Proactively identify, define, assess, champion, and drive strategic business development and alliance opportunities aligned with Netskope priorities and goals, including architecting creative, pioneering concepts that are innovative and could be transformational, and develop and refine ongoing opportunity prioritization. Provide the drive, passion, enthusiasm, and focus to advocate the right partnerships, and demonstrate GRIT (Guts, Resolve, Integrity, Tenacity) to get them done
- Identify key stakeholders and engagement approaches based on an informed perspective of mutual interests and proposed value propositions, and develop, influence, nurture, and maintain key stakeholder relationships
- Plan negotiation strategy including driving internal alignment on prioritized interests and other key considerations, and lead and manage negotiation process and execution of relevant agreements ensuring the right cross-functional collaboration, support, and approvals
- Establish and manage alliance plans based on key value drivers and associated key milestones and success metrics, objectively reviewing performance and making strategic and/or pragmatic course corrections as needed in alignment and coordination with alliance partners
- Lead and contribute to highly collaborative, virtual teams comprising key cross-functional stakeholders, and provide visibility to others who should be informed, while maintaining the appropriate confidentiality and discretion
- Operate in strong alignment with Netskope’s culture and values, both internally and externally, where you will represent, and be an ambassador of, Netskope:
- Collaborative and transparent
- No politics or bureaucracy
- Determined - we make it happen, period
- Customers are #1, and we have their back
- Dream big and be innovative
- Always have fun
- Drive internal alignment and accountability across organizations and a diverse range of stakeholders to maximize the return on alliance investments, establishing the right structures and processes while avoiding bureaucracy and maintaining nimbleness and speed
- Possess VP+ level relationships with AI ecosystem leaders and value chain participants and their supporters and enablers (e.g., investors; founders; advisors)
- Be the face of AI Alliances inside Netskope, providing internal advocacy, updates, and thought leadership related to these strategic alliances, and equipping them with the knowledge and resources necessary to effectively position and sell Netskope's value in the context of partner AI solutions
- Educate partners on the Netskope value proposition and communicate the value of our partnerships internally to the field and channel, and externally to customers
- This is an individual contributor role
Our take
As more and more businesses switch to the cloud, there is a growing concern over data breaches and outages, and companies need to invest more in stabilising their security tools. Netskope is a leader in cloud security, helping the world’s largest organisations take full advantage of the cloud and web without sacrificing their resilience to attacks.
The company's patented Cloud XD technology eliminates security blind spots, with the capability to quickly target and control activities across thousands of cloud services and millions of websites. With full control from one cloud, users benefit from 360-degree data protection that guards data everywhere, with advanced threat protection that stops more elusive attacks.
In 2025, Netskope went public and generated more than $900 million in share sales. Thanks to its IPO-sparked rise in market visibility, the company has expanded its customer list as an increasing number of organisations seek to bring their security and infrastructure into the digital age. Netskope, then, has become a driving force and voice for improved cloud security.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
12% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jan 2023
$401m
CONVERTIBLE
Jul 2021
$300m
SERIES H
Total funding: $1.4bn
Company benefits
- Family Medical Leave
- Flexible Work Schedule
- Remote Work Program
- Dental Benefits
- Disability Insurance
- Flexible Spending Account (FSA)
- Health Insurance Benefits
- Life Insurance
- Vision Benefits
- Commuter Benefits
- Company Outings
- Stocked Kitchen
- 401(K)
- Employee Stock Purchase Plan
- Paid Holidays
- Paid Sick Days
Company HQ
Santa Clara, CA
Leadership
Sanjay Beri
(Founder & CEO)Previously worked for 8 years at Juniper Networks, holding various positions such as VP and General Manager of Access/Security and Pulse Business Unit, and Executive Sponsor of Juniper Engineering Operations.
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