Associate Business Development Alliances Manager

The role

This person will run day-to-day operations for co-sell, marketplace, referral, and partner activation programs with strategic cloud and technology partners. They will manage opportunity workflows, facilitate account mapping, and track partnership performance to drive pipeline and revenue.

What you will do

• Execute co-sell programs with strategic cloud and technology partners
• Manage co-sell opportunity workflows in AWS Partner Central/ACE and Google partner portal
• Facilitate joint account mapping and opportunity progression
• Maintain working relationships with partner field, channel, solutions engineering, and alliance teams
• Identify and track marketplace-eligible opportunities
• Serve as the Alliances point of contact for Deal Ops
• Educate sellers and partners on the marketplace motion
• Operationalize referral programs
• Build and document repeatable playbooks and processes
• Run partner activation including onboarding checklists and first-deal playbooks

Required qualifications

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience
• 3+ years of experience in alliances, partner operations, channel, or business development, including hands-on work with a cloud marketplace (AWS or Google), co-sell, or referral program
• Proven experience developing relationships with partner field organizations and translating those relationships into measurable business outcomes
• Experience working with cybersecurity technology vendors, channel partners, resellers, or systems integrators
• Understanding of enterprise cybersecurity technologies and the security operations market
• Demonstrated ability to develop and execute joint go-to-market and co-selling strategies
• Strong business acumen and ability to understand pipeline, revenue, and sales performance metrics
• Excellent communication, presentation, relationship-building, and organizational skills
• Ability to work cooperatively with Sales, Deal Ops, Marketing, Product, Engineering, and other cross-functional stakeholders
• Ability to operate effectively in a fast-paced environment and manage multiple strategic initiatives simultaneously

Nice to have

• Familiarity with how AWS and Google Cloud marketplace transactions work, including private offers, CPPOs, and commitment drawdown
• Experience working with leading cybersecurity technology platforms, and familiarity with Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations technologies
• Existing relationships with cybersecurity channel partners, resellers, and systems integrators
• Experience developing referral, co-sell, marketplace, or other partner-led commercial programs
• Experience with Cloud 3PI (e.g., Tackle.io), account-mapping (e.g., Crossbeam), or other ecosystem-led growth and partner management tools
• Advanced proficiency with spreadsheets, pivot tables, and business reporting

Benefits

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only)
• 3 Days of Paid Volunteer Time
• Annual Discretionary Bonus Plan eligibility
• FSA and Dependent Care Accounts
• EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)

About the company

ExtraHop is on a mission to protect and empower the connected enterprise by providing visibility into cyber threats, vulnerabilities, and network performance issues. The company offers a Network Detection and Response platform that integrates NDR with Network Performance Management, Intrusion Detection Systems, and forensics.