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Director, Business Development - Security

ExtraHop Networks – SEATTLE & SAN FRANCISCO , AL, United States - Published On 3/6/19


We’re growing fast and we’re looking for people who love to build things: products, companies, markets, and their careers! Think you have what it takes to work on one of the best teams in the industry? Read on.

As the Director, Business Development, Security you will be responsible for driving ExtraHop’s BD initiatives within Security & Cloud verticals.

Build, Own, and Drive the technology partnering strategy and goals in the security market space and in alignment with Company objectives.
Define a strategic security focused technology partner plan - what are the few, high impact relationships and how we will leverage these relationships for strategic value. Where appropriate, will work across business groups to maximize impact of the partner and plan.
Identify, structure and negotiate alliance partnership agreements in the Security market including but not limited to ISV, IHV, OEM, or Cloud joint go-to-market agreements.
Identify, win and close partnership contracts with focus on:
Screening of potential business deals by analyzing the potential partner profile, reputation, innovation, market strategies, deal requirements, and financials as well as alternative options.
Drive the development and execution of joint positioning and go-to-market plans from concept to launch to lifecycle management.
Drive measurable revenue through both joint go-to-market activities, resale, and OEM sales.
Expand joint selling opportunities through security alliance field sales and their channel partners
Maintain a highly interactive relationship with partners to achieve on-going initiatives
Keep Business Group up to date on security partner related news and technology
Define a yearly plan and drive the execution, to include regular QBRs with partners.
Start-Up mentality with willingness to drive the field execution in the detail.
Minimum five years of business development experience in the security market with clear positive revenue growth attributed to alliance development.
Three years identifying and growing strategic relationships with security technology companies (Threat Intelligence, SIEM, endpoint, etc).
Deep understanding of the security market and how a CISO operates. In addition, knowledge of IT architectures, data center operations and cloud services across a variety of technology segments, e.g. IT Operations Management, BI, Orchestration, Application Delivery Networking, Security etc.
Ability to understand joint market opportunities, to identify the alliance partner offering gaps that ExtraHop fills in the Security market, and to articulate the overall value for the partner and customers
Proven ability to work cross functionally to define strategy and drive execution of new alliance initiatives
Verifiable track record of building and managing revenue generating relationships with leading technology companies
Experience defining, implementing and executing comprehensive go-to-market activities
Ability to effectively lead cross-functional teams
Self-motivated, results oriented, and highly organized person with strong leadership skills
Superior communication, both written and verbal, for both executive-level audiences and technical end-users
Consultative sales approach (problem solver, challenger, and hunter quota carrier) with superb attention to detail and follow-through
Ability to travel domestically and internationally
BA/BS required
About ExtraHop
At ExtraHop, we create great products because we give talented employees the freedom to be intellectually curious and creative. We seek a diversity of perspectives and foster employee quirkiness and spunk to help drive innovation. Every ExtraHop employee knows that we’re all in this together and that work is an important part of life so it should be fun. A sense of humor is required here, seriously!

We are the global leader with a novel approach to Security and IT Operational Analytics. Our market opportunity is greater than $20B and our solutions span all industries. Pretty neat, huh? If you want to join a fun team that produces award-winning products that provide tremendous business value and delight customers, then ExtraHop is the company for you!

Founded by engineers, ExtraHop is a Seattle-based technology company that delivers elegant solutions for the tech industry’s most challenging problems.

As a privately held fast-growing technology leader in the $20B IT operations management space, ExtraHop Networks is positioned to be the next great systems company. We are known as innovators who take a smart, creative approach to solving problems. Our ExtraHop team and product line have received many awards, including wins in multiple categories of Best of Interop, a Gold Medal prize in Puget Sound Business Journal’s annual list of Washington’s Best Workplaces, and several Gold Stevie American Business Awards.

ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law

How to Apply

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