VP, Global Alliances
Darktrace
San Francisco, CA, USA
Posted on Tuesday, July 25, 2023
Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 8,400 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.
Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands.
Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide.
This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit darktrace.com.
Job Summary
Darktrace is looking for a VP, Global Alliances – a senior executive to lead the Global Alliances program with Global System Integrators (GSIs), Original Equipment Manufacturers (OEMs) and Managed Service Providers (MSPs). The VP, Global Alliances will be responsible for planning, building and driving the company’s strategy and business plan, and leading the Alliances team in the field. This role will collaborate and interface with key internal leaders across Sales, Pre-Sales, Marketing, Finance, Operations, Product, Support, Legal, C-Level Executive Management and others. This role will also orchestrate and lead Darktrace’s engagement with the key sponsors and senior cadre of Global Alliance partners (GSIs, OEMs and MSPs). This is a critical, global role to expand and accelerate mutual revenue with these partnerships, reporting directly to the SVP of the Global Partner Organization (GPO).
We’re seeking a builder – a change agent with the ability to thrive in dynamic, urgent environments. Applicants should be strategic thinkers and leaders with proven consultative skills and influence; the ideal candidate is results-oriented, data-driven and an effective communicator who has previously led and delivered successful transformations.
Location: United States or Europe - the successful candidate can be based out of any major Darktrace office location, including New York, DC, Chicago, Austin, San Francisco, Los Angeles or London.
Key Duties & Responsibilities
This exciting and diverse role encompasses all aspects of leading Global Alliances and mutual success with our GSI, OEM and MSP partners, including:
- Design and drive the Global Alliances program strategy, policies, interlocks, cadences and relationships that enable these partnerships to thrive with the GSIs, OEMs and MSPs.
- Set the key goals, metrics and new growth KPIs that optimize results and clearly communicate Alliances value to the business, including annual sales quotas (e.g., sell through, sell with, sell to).
- Identify and successfully recruit new partners to the Global Alliances program.
- Scope required team roles for the Global Alliances business and help recruit/hire highly skilled, experienced personnel to deliver a high-growth/high-performance team.
- Build trusted relationships that create mindshare and urgency for Darktrace’s offerings within each Alliance partner’s unique environment.
- Lead the integrated go-to-market (GTM) for Global Alliances through collaboration with other cross-functional groups, including developing and driving new combined messaging that enhances each partner’s unique value proposition with Darktrace.
- Orchestrate the business planning process by-partner and by-geo for strategic growth with partners.
- Drive incremental new business with Alliance partnerships, including new lead generation, new pipeline, new logos, and new sales/revenue.
- Enrich Darktrace’s global business ecosystem and PR/Branding/Marketing/Customer References via Alliance partners.
- Conduct market research and drive feedback from Alliance partners back into the organization to create new advantage in continuous improvement, product development and roadmap, joint sales coordination/collaboration in the field,
- Work with cross-functional leadership to ensure understanding of the Alliances business and help define, set and drive the right growth priorities globally for the company.
- Negotiate and sign new contracts with Global Alliances partners.
- Engage and assist with strategic sales opportunities to help secure key wins, as required.
- Travel globally for internal and external engagement, as required.
Qualifications & Experience
Applicants should be experienced, proven, senior leaders with a strong track record of success in strategic partnerships and building new businesses, including:
- 15+ years of proven success in alliances/partnerships, sales, or marketing for B2B Enterprise IT companies.
- Prior success creating an ecosystem and bringing new partner solutions to market.
- Prior success in designing, leading and completing successful business or organizational transformations.
- Proven track record at successfully leading strategic initiatives and managing resources in complex environments, and delivering high-impact results on-time and on-budget.
- Excellent skills in executive leadership, collaboration, communication, planning, execution, and incubating and accelerating partnerships to a high-growth/high-performance stage.
- Thorough understanding of all integrated business functions, priorities, and critical deliverables, e.g., Executive Leadership, Sales, Engineering, Finance, Marketing, Human Resources, Legal, Support, Operations, Business Development, Partnerships, etc..
- Excellent aptitude in successful collaboration with the C-Level, senior internal leaders of cross-functional groups, and senior leaders at Partners.
- Excellent at building and leading high-performance teams, including assembling and retaining top talent
- Excellent at serving as a key representative of a leading company and its unique value in the global marketplace.
Benefits
- 100% medical, dental and vision insurance, plus dependents
- Paid parental leave
- Pet insurance
- Life insurance
- Commuter benefits
- 401(k)
#LI-Hybrid
Please Note: This job description is intended to provide a general overview of the responsibilities and requirements of the position. It is not exhaustive and may be subject to change to meet the evolving needs of the company.
