Global Alliances and Distribution Manager

Trellix

11d • Hybrid

About The Position

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company. Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity. Role Overview: We are seeking a talented and strategic professional for the role of Global Alliances and Distribution to drive our partner ecosystem forward. This position focuses on building and expanding relationships with global distributors and Technology/GTM Alliance Partners to accelerate revenue growth and market penetration worldwide Skyhigh Security is a leading provider of cloud-native Security Service Edge (SSE) solutions, delivering data-first protection with Zero Trust access and AI-driven intelligence. The company secures data across web, cloud services (SaaS/IaaS), private applications, email, endpoints, and generative AI environments, helping enterprises reduce breach risk while enabling secure collaboration from anywhere. We are seeking a talented and strategic professional for the role of Global Alliances and Distribution to drive our partner ecosystem forward. This position focuses on building and expanding relationships with global distributors and Technology/GTM Alliance Partners to accelerate revenue growth and market penetration worldwide.

Requirements

• 8–12+ years of progressive experience in channel sales, alliances, or partner development within the cybersecurity, cloud, or enterprise software industry.
• Proven track record of building and scaling global distribution networks and technology alliances that deliver significant revenue impact.
• Deep understanding of channel dynamics, including distributors, VARs, MSPs, system integrators, and technology partners in security/SSE markets.
• Experience with partner program design, incentives, tiering structures, and enablement (training, certification, deal registration, co-selling).
• Strong negotiation, relationship management, and executive communication skills; ability to influence at C-level with partners and internally.
• Willingness to travel internationally (up to 25–30%) for partner meetings, events, and strategy sessions.

Nice To Haves

• Familiarity with Security Service Edge (SSE), Zero Trust, CASB, DLP, SWG, ZTNA, or related technologies is highly preferred.

Responsibilities

• Alliance Strategy and Management: Develop and execute global alliance strategies focused on GTM alignment, including partner selection, onboarding, and performance optimization to drive mutual revenue goals.
• GTM Collaboration: Lead joint GTM planning with partners, including co-selling programs, sales enablement, demand generation activities, and market expansion initiatives to promote Skyhigh Security's SSE, CASB, and data protection solutions.
• Relationship Building: Cultivate and maintain high-level relationships with key stakeholders at partner organizations, ensuring ongoing engagement, issue resolution, and alignment on business objectives.
• Performance Tracking and Reporting: Monitor alliance performance through KPIs such as pipeline generation, deal closure rates, and revenue contribution; provide regular reports and insights to senior leadership.
• Cross-Functional Coordination: Collaborate with internal teams (e.g., sales, marketing, product, and customer success) to integrate alliance activities into broader company strategies and ensure seamless execution.
• Market Intelligence: Stay abreast of industry trends in cybersecurity, cloud security, and AI-driven threats; identify new alliance opportunities and competitive positioning to enhance GTM effectiveness.
• Contract and Negotiation: Oversee alliance agreements, negotiations, and renewals, ensuring compliance and maximizing value for both parties.
• Global Travel and Events: Represent Skyhigh Security at industry events, partner summits, and global meetings to strengthen alliances and explore new collaborations (up to 30% travel may be required).

Benefits

• We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.
• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed