Technical Alliance Manager Core Security Technologies
THIS JOB HAS EXPIRED Core is adding to our strategic alliances team!
?Ownership? of the technical relationship with Core?s partner community including: Channel partners/resellers, technology partners, services/systems integration partners and OEM partners
General responsibilities (for all types of partners):
Demonstrate subject matter expertise (SME) around Core?s solutions as part of the partner recruitment process
Deliver canned and custom demos of Core?s solutions to all types of prospective partners
Participate in partner vetting process and value proposition/use case development with prospective partners
Work with the broader Core Sales Engineering team to develop value propositions, sales strategies, solution use cases, sales demo scripts and other assets to ensure Core wins high percentage of opportunities
Channel Partner-specific responsibilities:
Provide technical enablement to new channel partners as part of the on-boarding process (access to demo software and scripts, training on how to give canned demos of Core?s products to end customers, provide ongoing support and education on new/revised demos)
Coordinate (with Core?s education group) product training/certification activities with partner technical resources
Provide ongoing technical support to the channel partner presales community
On an as needed basis, participate in channel partner led sales calls and on-site visits to explore customer requirements and explain/articulate the value proposition of Core?s INSIGHT Enterprise solution including features, technical architecture and integration with existing customer infrastructure
Technology Partner-specific responsibilities:
In conjunction with Core Engineering and Product Management, develop and validate technical fit, integration approaches, functional use cases and end customer value propositions
Assist in the development of collateral, solution demonstrations and scripts to ?field-enable? the wider Core Solution Engineering team
Assist the vertical solutions marketing and product team with ISV or MSP due diligence and develop first-of-kind or prototype solutions that offer competitive differentiation and incremental revenue.
Services/Systems Integrator Partner-specific responsibilities (under the direction of the partner):
Shape and influence the technical vision of the proposed SI and/or vertical solution provider to incorporate both current and future capabilities from the CORE portfolio.
Develop repeatable first of kind assets and best practices that can be packaged into future solutions and demonstration assets
On an as needed basis, provide support to the Core field presales organization on standard presales tasks related to customer/prospect opportunities (demos, RFI/RFP responses, POCs, etc.)
OEM Partner-specific responsibilities:
Participate in the review and examination of potential OEM partner solutions including vertical application ISVs or vendors to assess technical fit, ability for Core?s solutions to be embedded and/or white labeled, and to assess technical integration options
Working with Core Engineering and product management, validate and estimate the engineering effort to accomplish the required level of integration/embedding, etc.
Support POCs as needed to validate potential technical fit with OEM partner solutions
8+ years? professional experience as part of an enterprise software company, including 5+ years of hands-on field sales support, software consulting, pre-sales engineer or similar experience. Exposure to enterprise solutions in the Information Security space (Identity Management, Vulnerability Management, DLP and GRC solutions) is highly desirable.
2+ years? experience in working with/supporting partners and partner enablement
Familiarity/fluency with Enterprise Information Security solutions and experience with the installation/configuration/administration/deployment/troubleshooting of said solutions is highly desirable
Proven ability to successfully navigate and relate to varying levels of executive, functional and technical personnel at customer/prospect sites
Experience with Java Application Servers, Linux/Unix Operating Systems and Database Technologies
Familiarity/fluency with web services, scripting (Python, Perl), SQL, directory services, protocols and associated enterprise technology frameworks/concepts highly desirable
Previous work experience with a commercial software start-up
Excellent written and verbal communications skills
BA/BS in computer science or equivalent experience, MS in Computer Science or Information Systems highly desirable
CISSP certification highly desirable
Prior experience in the Public Sector and Financial Services industries is a plus
The position requires regional travel ranging from 30 - 60% of the time. On-site partner enablement sessions and sales call trips often require one-to-two overnight stays while on-site POC trips typically last 5 days.
||41 Farnsworth Street |
Boston, MA 02210
THIS JOB HAS EXPIRED