Cloud Alliances Director | Remote, USA



Kansas City, MO, USA
Posted on Thursday, March 23, 2023
This position can be hired remote anywhere within the continental U.S
The Cloud Director will be responsible for supporting current and future cloud partner relationships, program strategy and development, and maximizing revenues available through partner funding and incentive programs. This may include achieving a volume threshold, identifying current and net new opportunities applicable to the programs.
The Cloud Director will work with a variety of cross functional organizations such as Services Demand and Delivery, Partner Alliances, Marketing, Sales, and Operations.

How you'll make an impact

  • Cultivate and develop strong, long-term client relationships with Cloud Marketplace partners and Senior Executives in the organization to foster a culture of partnership
  • Lead the development and execution of strategic partnership and sales channel strategies to drive revenue across multiple lines of business Review current cloud strategy, determine ultimate strategy and divine a path between the two.
  • Effectively communicate cloud strategy with leadership and other internal stakeholders
  • Oversee execution of defined Cloud strategy
  • Ensure Optiv is maximizing overall profitability using cloud partner programs, including funding programs, incentive programs, rebate programs, MDF and favorable financial terms
  • Prepare and present required data for Executive Business Reviews for Optiv Leadership as well as regular cadence meetings and reporting of and with assigned partners
  • Drive necessary contract negotiations with partners alongside the Optiv Legal team including reseller and service agreements
  • Work with cloud partner to identify new areas of opportunity for Optiv growth and mutual success and develop business plans that include:
  • Strategy to initiate and build growth and awareness within Optiv Sales
  • Identifying opportunities to develop service offerings using partner technology
  • Programs to drive demand in conjunction with the Optiv Marketing teams
  • Work in conjunction with the Optiv Partner Operations team, to ensure all program information is up to date in Salesforce
  • Manage all escalations
  • Manage Optiv’s presence on cloud partner websites
  • Other duties and responsibilities may be assigned as needed.

What we're looking for

  • High school diploma or general education degree (GED) required.
  • Bachelor’s Degree (B.A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience required.
  • Sales certifications for assigned partners will be expected within the first quarter of partner assignment unless alternative arrangements are made with supervisor.
  • Experience
  • At least ten years experience operating in a partner function within a value added reseller organization.
  • At least three years experience working with cloud marketplaces
  • Strong understanding of information security channel required, to include knowledge of leading industry vendors and products.
  • Ability to work independently and exhibit strong time management skills.
  • Excellent communication and partnership skills, including the ability to listen and communicate effectively with all partners.
  • Self-starter with the ability to work in conjunction with multiple Vendor Partner Managers/Vendor Channel Managers and Optiv account executives.
  • Overall attention to accuracy and detail with regards to rebate negotiations and reports to executive management, documentation of events and meetings, spiffs, partner negotiations, and all written and verbal communication.
  • Language Skills
  • Ability to read, analyze and interpret common scientific and technical journals, financial reports, and legal documents.
  • Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
  • Ability to write speeches and articles for publication that conform to prescribed style and format.
  • Ability to effectively present information to top management, public groups, and/or boards of directors.
  • Mathematical Skills
  • Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
  • Ability to apply concepts of basic algebra and geometry.
  • Reasoning Ability
  • Ability to define problems, collect data, establish facts, and draw valid conclusions.
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form, and to deal with several abstract and concrete variables.
  • Physical Demands and Work Environment
  • Regular office environment with exposure to moderate noise.
  • Ability to travel.
  • Ability to sit for extended periods of time,
  • Ability to input data into computer utilizing hands to finger to tab to different fields to input data.
  • Ability to answer telephone and talk and hear other party.
  • Ability to view computer screen, Close vision (clear vision at 20 inches or less).
  • Ability to lift 10 pounds
If you are seeking a culture that supports growth, fosters success, and moves the industry forward, find your place at Optiv! As a market-leading provider of cyber security solutions, Optiv has the most comprehensive ecosystem of security products and partners to deliver unparalleled services. Our rich and successful history with our clients is based on trust, serving more than 12,000 clients of varying sizes and industries, including commercial, government, and education. We have the proven expertise to plan, build, and run successful security programs across Risk Management, Cyber Digital Transformation, Threat Management, Security Operations - Managed Services, and Identity and Data Management.
What you can expect from Optiv
• A company committed to championing Diversity, Equality, and Inclusion through our Affinity groups including, Black Employee Network, Disabled Employee Network, Latino Employee Network, Optiv Pride (LGBTQIA+), Veterans Support Network, and Women's Network.
• Work/life balance.
• Professional training resources
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable)
Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law. Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities. For additional details on how Optiv uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.