Director, Strategic Alliances

Centrify   •  

Santa Clara, CA

Industry: Information Technology


8 - 10 years

Posted 37 days ago

Roles & Responsibilities:

  • Serve as a key member of the Strategic Engagement Team to drive overall Centrify market and service enablement strategy.
  • Define and execute on a strategic market development plan and ensure it's in line with the Centrify strategic direction, in partnership with key internal stakeholders (e.g. sales teams, service teams, marketing, partner team, legal, support, etc.).
  • Define and size segments, identify and engage key customers, and identify and engage key partners including ISVs and system integrators.
  • Support business development pipeline by engaging with key prospects and partners.
  • Identify, develop, track and report consolidated pipeline
  • Work with Centrify's Regional executives to ensure Centrify sales growth and success through Centrify Strategic Alliances.
  • Act as an ambassador for Centrify alliances internally ensuring the field sales organization is aware of the value of this partnership and how to engage.
  • Inform, drive and review the Alliances team in regions for optimized performance and success.
  • Enablement Program Sales and Technical personnel as well as Alliance's Partner Ecosystem resources.
  • Execute/manage comprehensive Sales Go-to-Market and Sales Development Plans with Field Sales and Partner Ecosystem Sales personnel to address best verticals and leverage their installed base.
  • Identify, develop, track and report consolidated pipeline
  • Achieve and surpass revenue quota targets while securing "Light House" wins at reference accounts.
  • Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings.
  • Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry.
  • Handle a high volume of engagements and interactions in the fast pace of the Privilege Management market.


  • 7+ years of experience in the technology security ecosystem.
  • Bachelor's degree in computer science, business, business management preferred or equivalent experience.
  • Strong technical skills with the ability to dive deep on relevant technologies key to the industry.
  • 5 + years' domain experience in management of alliance and global system integrator relationships.
  • Experience with software development practices and datacenter / infrastructure / networking / database systems / core distributed computing concepts / fundamentals of cloud computing.
  • CxO relationships and large network in the industry.


  • Leadership skills are key, with proven verbal and written communications skills and demonstrated ability to work effectively across internal and external organizations by leading through influence.
  • Business development or consulting background, experience working with customers at the CxO/VP level.
  • Consistent track record in meeting and surpassing multimillion-dollar quota targets as an individual contributor and/or manager.
  • Analytical and data-driven, and ability to demonstrate balanced strategy and planning, and execution skills.
  • Demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions and work cross-organizationally to build consensus.
  • Good understanding of legacy and emerging technologies in security space with specific reference to Identity and Access Management.
  • Previous experience with Centrify products and services.
  • Meets/exceeds Centrify's leadership principles requirements for this role
  • Meets/exceeds Centrify's functional/technical depth and complexity.

Travel Requirements: up to 50 %