Director, Strategic Business Development

  • Senior executive focused on building strong, multi-dimensional partnerships with key industry players
    • Work with leadership team to develop target list to align with corporate strategy/goals
    • Develop target attack plan per partner, including value propositions, initial joint ‘story’ and approach strategy
    • Vet plan with internal technical, product management and product marketing teams
    • Identify key personnel and contacts at target
    • Develop initial relationships with partnering and technical personnel at target
    • Lead ‘foundational’ and ‘brainstorming’ meetings with counterparts
    • Establish baseline partnering criteria and drive to mutual agreement
  • Establish, drive and manage technical integration lifecycle
    • Work with BD technical team to formalize all aspects of proposed technical integrations
    • Establish and expand relationships with partner PM and Technology leadership teams
    • Develop mutually agreed upon MVP criteria for initial testing, rollout & announcement
    • Work with internal CyberArk teams to align product roadmaps with MVP requirements
    • Present partner plans, integration plans and resulting joint solutions to management teams for review
    • Drive PM & PMM engagement with partner counterparts throughout partner lifecycle
    • Drive executive level interaction to align corporate, sales and product teams
    • Oversee process through to formal certification of mutually agreed upon MVP
  • Develop and oversee execution of initial GTM plan
    • Work with PM, Finance and management to formalize business model and ‘route to market’ approach
    • Work with Product Marketing and Marketing to define GTM plan and deliverables
    • Represent partnership with joint sales teams, including training, introductions, initial deals and implementations
    • Formalize and drive execution of technical training for joint SE & Implementation teams
    • Establish and track GTM revenue goals
    • Act as internal/external voice for strategic partner rollout, Marcom and GTM activities

Requirements

  • Strong relationship building capabilities
    • Demonstrated success in partnership creation – preferably outbound
    • Understanding of relationship building process including strategy, approach, execution, delivery and GTM
    • Ability to drive and leverage a multi-threaded approach strategy
  • Strong technical background
    • Ability to talk with and brainstorm with technical leaders and practitioners
    • Knowledge of current/future technology trends including Cloud, SaaS, Containers etc.
    • Advanced Threat, Identity management or security experience
    • Engineering/Product Management background a strong plus
  • Security Market Knowledge
    • Awareness of overall security market, trends and key emerging customer requirements
    • Existing broad knowledge of security market player landscape
    • Deeper knowledge of specific security technologies is a plus
  • Great presentation and inter-person communication skills
    • For internal and external (partner) executive, PM/PMM, technical and sales audiences
    • Experience presenting at industry tradeshows/conferences/seminars
  • Willingness/ability to brainstorm potential technical concepts with partner technical personnel
    • Ability to develop whiteboard concepts in a ‘what if’ environment
    • Drive concept discussion towards complementary business value
  • Account/Contact management skills
    • Great at prioritizing follow-up communications, tasks and next steps
    • Ability to define, manage and guide development processes of external parties
    • Reliable and dependable for timely and quality results
    • Enjoys multi-tasking and running multiple projects and processes

 

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