Senior Director of Partnerships and Business Development, Xage Security
More information about location
Zero trust real-world security
Open for applications
Zero trust real-world security
21-100 employees
Open for applications
More information about location
21-100 employees
Company mission
To protect critical infrastructure - energy, utilities, defense, manufacturing, logistics & supply chain, and many more.
Role
Who you are
- The ideal candidate will have a proven track record of forming new partnerships and driving business growth through these relationships
- This role requires strong experience working with global industrial OEMs such as Honeywell, Rockwell, Siemens, ABB, and Yokogawa, ideally with a focus on cybersecurity
- Experience with cybersecurity integrators and resellers like Optiv, GuidePoint, and Cyderes also helpful
- Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred
- Minimum of 10 years of experience in business development, partnership management, or a related field
- Proven track record of success in forming and managing strategic partnerships, particularly with global industrial OEMs and preferably also cybersecurity integrators and resellers
- Strong network within the industrial and cybersecurity sectors
- Excellent negotiation, communication, and interpersonal skills
- Ability to think strategically and execute tactically
- Strong analytical and problem-solving skills
- Ability to travel as needed to meet with partners and attend industry events
What the job involves
- Seeking a highly experienced and strategic Vice President of Partnership and Business Development to drive our go-to-market (GTM) strategy through strategic alliances and sales channels
- Identify, negotiate, and establish strategic alliances with global industrial OEMs and cybersecurity integrators to enhance our GTM strategy
- Develop and execute partnership strategies that align with our business goals and objectives
- Foster and maintain strong relationships with partners to drive mutual business growth
- Expand sales channels by identifying and developing new opportunities with resellers and integrators
- Collaborate with sales and marketing teams to ensure alignment and execution of partnership initiatives
- Drive contracts, sales enablement, and incentive programs to maximize partner performance
- Develop and implement sales enablement strategies to empower partners with the tools and resources they need to succeed
- Create and manage partner training programs to ensure they are knowledgeable about our products and solutions
- Monitor and analyze partner performance metrics to identify areas for improvement and growth
- Lead contract negotiations with partners, ensuring favorable terms and compliance with company policies
- Manage and oversee the execution of partnership agreements and contracts
- Ensure all partnerships are structured to deliver maximum value to both parties
- Conduct market research to identify trends and opportunities within the industrial and cybersecurity sectors
- Provide insights and recommendations to senior leadership on potential partnerships and business development strategies
- Stay abreast of industry developments and competitor activities to inform strategic decision-making
Our take
Over 1,000 major global organizations including Microsoft, Dell, and the U.S. Air and Space forces use Xage Security products and automation solutions to protect the industrial internet of things (IIOT). The company's keystone solution among them is the Xage Security Fabric, a blockchain-based management and security network for the IIOT.
It’s an overlay of nodes that allows for zero-trust, fine-grained control over every element in a system, including secure access and the establishment (and enforcement) of asset security rules across the entire network. This node-based approach both simplifies the current system, a cocktail of tools like VPN and jump boxes (cumbersome, expensive, and potentially vulnerable), and drastically reduces the impact of any cybersecurity breaches.
This feature will be especially valuable for Xage’s target market of industrial players like utilities, energy companies, and manufacturers. The infrastructure here tends to be fairly old, and comes with correspondingly inflexible security - a vulnerability that industrial networks cannot afford in the age of increasing cyber attacks. Xage has grown correspondingly fast over the last couple of years, as has its funding, and as the only company to currently offer this product its prospects are very good indeed.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
46% employee growth in 12 months
Glassdoor (5)
Company
Funding (last 2 of 5 rounds)
Nov 2023
$20m
SERIES B
May 2022
$6m
SERIES B
Total funding: $72m
Company benefits
- Full health, dental, vision insurance
- We will process visa transfers and immigration
- Work with founders and executives closely and participate in all aspects of company building
- Early stage opportunity in a massive sized market with proven traction and growing rapidly
Company HQ
Evergreen Park, Palo Alto, CA
Articles
Leadership
Roman Arutyunov
(SVP of Products)Spent a decade at Tropos Networks, ultimately serving as VP of Product Development. Subsequently held VP roles at Both ABB and Mimosa Networks.
Susanto Irwan
(SVP of Engineering)Spent over a decade as Senior Director of Engineering and Product Architect at Arxan Technologies, then moved into a Senior Director of Engineering role at Shape Security.
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