About the Role:
As the Business Development Manager for Technology Alliances, you will be working with highly strategic ISVs to align on company strategy, navigating large and complex business arrangements with the focus of helping your partners generate partner sourced revenue for CrowdStrike.
To meet and exceed your individual quota, you will work with Technology Partners on generating pipeline through sales teaming, events, joint marketing such as joint media and PR, and selling motions. Working with partners and the CrowdStrike regional account managers, you will work on account mapping to access new logos and influence in deals. Key performance indicators include:
Partner sourced revenue - Technology Partners help create new CrowdStrike pipeline through sales teaming, events, joint marketing and selling motions.
Access to new logos - through account mapping exercises with our partners we can establish where we can help each other get access to new logos
Partner influenced revenue - outside of the deal registration program a partner can still influence revenue by passing us leads that go on to close and by supporting sales.
Upsell/Cross Sell - Our partners have integrations that are specific to certain CrowdStrike modules so helps drive uptake of additional Falcon modules and services.
Create/maintain integrations & applications that align with our product roadmap, sales and customer needs based on your named partnerships.
Positive and active media, PR and industry event contributions from assigned partners as a part of the GTM motion.
What You’ll Do:
Relationship management - Own overall relationship with a select few Technology Partners and drive their motivation to generate pipeline for CrowdStrike. Run regular cadence of meetings with relevant stakeholders. Create and align peer-peer relationships as wide and deep as possible. Stay informed of the partners changing business strategy, roadmap, sales and partner priorities and ensure these are communicated to colleagues and relevant stakeholders internally, with plans updated as needed.
Strategic planning - Create and maintain a business plan that summarizes the overall partner strategy including goals of the partnership and the methods by which we will deliver the goals.
Generate pipeline for CrowdStrike - plan and execute activities with support of the Regional Account Managers to encourage opportunity referrals. Activities to include account mapping, sales team interlock, call out days, events etc.
Performance management - Maintain KPI measures for partner performance, analyzing leading indicators of performance to propose corrective action where needed and engage with partner to adjust plans and strategy as needed
Engagement with Regional Alliance Managers (RAM) Leaders in all regions to develop sales engagement strategies and effective enablement through communication of capability and partnership opportunities.
Work effectively with RAMs to encourage Technology Alliance referral program adoption and active engagement with Tech Alliances Partners.
Facilitate sales introductions for Tech Partners through the RAM organization
Engagement with Integration build teams to ensure a roadmap of new integrations is aligned to business plans.
Alignment of CrowdStrike resources - Ensure internal resources, particularly Partner and Product Marketing are aligned with the agreed strategy and business plan and are engaging effectively.
Align product roadmaps and messaging with your named partners to open up and maintain paths to market that can underpin revenue generating activities
What You’ll Need:
Proven successful track record in a similar role of business development with ISVs
Ability to travel up to 25% of the time
Ability to network multiple levels within a partner up to C-Level
Experience working with technically intricate integration partnerships within cybersecurity
Excellent verbal, written and presentation skills
Ability to create and deliver value propositions
Ability to identify and influence key decision makers
Ability to succeed in a quota driven sales environment
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