Role Overview
We are seeking an experienced and highly motivated Director – Alliances & Strategic Partnerships to build and lead NopalCyber's partner ecosystem. This role will be responsible for identifying, establishing, and growing strategic partnerships with technology vendors, cloud providers, consulting firms, system integrators, channel partners, and industry associations to accelerate revenue growth and expand our market presence.
The ideal candidate has a strong network within the cybersecurity industry, experience managing strategic alliances, and a proven ability to convert partnerships into measurable business outcomes.
Key Responsibilities
Partnership Strategy
- Develop and execute the company's alliances and partnership strategy aligned with business objectives.
- Identify and onboard strategic technology, cloud, OEM, consulting, and channel partners.
- Build long-term relationships with key partner stakeholders.
- Evaluate new partnership opportunities that enhance NopalCyber's service portfolio and market reach.
Business Development
- Generate partner-led revenue opportunities.
- Develop joint go-to-market plans with strategic partners.
- Build a healthy partner pipeline and drive partner-sourced opportunities.
- Work closely with the Sales team to maximize partner engagement in customer opportunities.
Partner Enablement
- Coordinate certifications and training programs with technology partners.
- Ensure internal teams are equipped with partner knowledge, tools, and sales collateral.
- Organize partner-led webinars, workshops, and customer events.
Cross-functional Collaboration
- Work closely with Sales, Solutions, Product, and Leadership teams.
- Support strategic bids where partner participation is required.
- Drive executive engagement with key alliance partners.
Relationship Management
- Conduct regular business reviews with partners.
- Monitor partner performance and engagement.
- Negotiate partnership agreements and commercial terms where applicable.
Market Intelligence
- Track cybersecurity market trends and emerging technologies.
- Identify new vendors and technologies that complement NopalCyber's offerings.
- Represent NopalCyber at industry events, conferences, and partner forums.
Requirements
Qualifications
- Bachelor's degree in Engineering, Business, or a related field; MBA preferred.
- 12–18 years of experience in Alliances, Strategic Partnerships, Business Development, or Channel Management within the cybersecurity, cloud, or enterprise technology industry.
- Strong network across leading cybersecurity and cloud technology vendors.
- Experience working with enterprise customers and partner ecosystems.
- Excellent negotiation, stakeholder management, and executive communication skills.
