Remote opportunity at
ExtraHopAssociate Business Development Alliances Manager
ExtraHop is seeking an Associate Business Development Alliances Manager to oversee daily operations for partner activation, referral, marketplace, and co-sell initiatives with strategic technology partners like…
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About This Role
ExtraHop is seeking an Associate Business Development Alliances Manager to oversee daily operations for partner activation, referral, marketplace, and co-sell initiatives with strategic technology partners like Google Cloud and AWS. This position focuses on driving co-sell and marketplace expansion across North America, collaborating closely with internal teams such as Sales, Marketing, Deal Ops, and Product, alongside external partner representatives. Responsibilities include handling opportunity workflows in partner portals, coordinating joint account…
Job Description
ExtraHop is seeking an Associate Business Development Alliances Manager to oversee daily operations for partner activation, referral, marketplace, and co-sell initiatives with strategic technology partners like Google Cloud and AWS. This position focuses on driving co-sell and marketplace expansion across North America, collaborating closely with internal teams such as Sales, Marketing, Deal Ops, and Product, alongside external partner representatives. Responsibilities include handling opportunity workflows in partner portals, coordinating joint account mapping, tracking partner performance metrics, and educating sellers on marketplace purchasing to turn alliances into measurable revenue. The ideal candidate brings hands-on experience with co-sell or referral programs, familiarity with Salesforce and partner management tools, and a solid understanding of enterprise cybersecurity technologies. ExtraHop specializes in Network Detection and Response to help enterprises secure hybrid infrastructure against emerging threats.
Responsibilities
- Manage co-sell opportunity workflows in AWS Partner Central/ACE and the Google partner portal.
- Facilitate joint account mapping and opportunity progression between internal sales teams and partner field counterparts.
- Identify marketplace-eligible opportunities and coordinate with Deal Ops to ensure smooth transactions.
- Educate sellers and partners on cloud commitment drawdowns and marketplace purchasing mechanics.
- Build and document repeatable playbooks for co-sell, referral, and marketplace motions to increase partner-sourced pipeline.
- Run partner activation activities including onboarding checklists, first-deal playbooks, and tracking time-to-first-opportunity.
- Track and report partnership performance metrics such as pipeline, revenue, and marketplace-transacted bookings.
Requirements
- Three or more years of experience in alliances, partner operations, channel, or business development.
- Hands-on work with a cloud marketplace such as AWS or Google, co-sell, or referral programs.
- Experience building relationships with partner field organizations and translating them into business outcomes.
- Background working with cybersecurity technology vendors, channel partners, resellers, or systems integrators.
- Familiarity with enterprise cybersecurity technologies and the security operations market.
- Ability to develop and execute joint go-to-market and co-selling strategies.
- Strong business acumen regarding pipeline, revenue, and sales performance metrics.
Qualifications
- Bachelor degree in Business, Marketing, or a related field, or equivalent experience.
- Familiarity with AWS and Google Cloud marketplace transactions including private offers, CPPOs, and commitment drawdown.
- Experience working with leading cybersecurity technology platforms covering Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations.
- Existing relationships with cybersecurity channel partners, resellers, and systems integrators.
- Experience with Cloud 3PI tools like Tackle.io or account-mapping tools like Crossbeam.
- Advanced proficiency with spreadsheets, pivot tables, and business reporting.
Core Skills
Benefits
- Salary ranging from $75,000 to $85,000 per year
- Eligibility for an annual performance-based discretionary bonus
- Stock option grants
- Medical, dental, and vision coverage effective on Day 1
- 401(k) plan with employer match
- Flexible paid time off and sick time
- All federal holidays plus three days of paid volunteer time
- FSA and dependent care accounts
- Employee Assistance Program
- Educational reimbursement
- Pet insurance
- Parental leave
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary range for this position?
The salary for this role is between $75,000 and $85,000 per year, with eligibility for stock option grants and an annual performance-based discretionary bonus.
What remote work options are available?
The posting indicates that this is a remote role utilizing a hybrid and remote work model.
What level of experience is required?
Candidates must have a bachelor's degree in Business, Marketing, or a related field (or equivalent experience) alongside at least three years of experience in alliances, partner operations, channel, or business development.
What employment type is this?
The posting specifies that this is a full-time position.
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