Alliances Manager - Cybersecurity Solutions

Role Summary

We are looking for a dynamic Alliance Manager-Cybersecurity Sales who can drive cybersecurity solution revenues through strong OEM partnerships, strategic alliances, and joint go-to-market motions. The ideal candidate will have hands-on experience in cybersecurity sales, a deep understanding of industry OEM landscapes, and a proven ability to generate business through partner-driven channels.

Key Attributes

Minimum 5+ years of experience in corporate IT sales with strong exposure to Cybersecurity Solutions/Services.

Strong experience in managing alliances/OEM relationships and driving revenue through partner ecosystems.

Proven track record in hunting, new account acquisition, and generating cybersecurity pipeline.

Experience in closing large, complex cybersecurity deals in collaboration with OEMs.

Strong understanding of the complete sales cycle from prospecting to closure and revenue recognition.

Skilled in commercial negotiation, proposal preparation, and handling legal/compliance aspects of deals.

Ability to work cross-functionally with technical teams, OEM partners, and internal stakeholders.

Responsibilities

Drive cybersecurity business through strategic alliances and OEM partnerships (e.g., Palo Alto, CrowdStrike, Splunk, Fortinet, Check Point, Cisco, Microsoft, etc.).

Develop and execute joint GTM plans with OEMs and distribution partners.

Identify, evaluate, and pursue new cybersecurity opportunities through partner channels.

Manage and expand relationships with existing OEMs, ensuring alignment on pipeline, enablement, and sales strategy.

Support direct sales teams with technical and commercial inputs received through OEM engagements.

Prepare detailed proposals, quotes, and OEM-led solutions as per customer requirements.

Respond to RFPs/RFQs in coordination with internal teams and OEMs.

Ensure timely follow-up on proposals, deal progress, order closures, and collections.

Track competition, pricing trends, OEM programs, incentives, and partner policies.

Maintain an updated CRM sales funnel, partner dashboards, and regularly participate in sales reviews.

Achieve quarterly targets across revenue, profitability, and alliance KPIs.

Attend OEM trainings, certifications, and product update sessions to stay current on cybersecurity solutions and market trends.

Qualifications

Bachelors Degree in any discipline + MBA (preferred) with a proven sales track record.

Strong background in cybersecurity solution sales and OEM/channel management.

Demonstrated success in partner-led business growth.