Two Sigma Ventures

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

Position Overview

The GSI Alliance Director is responsible for driving revenue growth through strategic partnerships with Global Systems Integrators (“GSIs”), including but not limited to the “Big Four” (e.g., Accenture, PwC, KPMG and E&Y). This role involves developing and executing partnerships, managing key accounts, and expanding business opportunities within the GSI ecosystem. You’ll be working within all levels of the partner organizations and possess a commitment that focuses on developing long term, mutually beneficial partnerships. You’ll be measured primarily on the joint business executed with GSIs.

Key Responsibilities:

• Strategic Partnership Development:
• Identify, build, and nurture relationships with GSIs to establish strategic partnerships.
• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations.
• Strategy and Execution:
• Design a compelling value proposition that inspires partners to promote our solutions.
• Develop and implement plans to achieve revenue targets.
• Account Management:
• Manage and grow relationships with key GSI partners, serving as the primary point of contact.
• Ensure high levels of partner satisfaction and resolve any escalated issues.
• Market Analysis and Opportunity Identification:
• Conduct market research and analysis to identify trends, opportunities, and competitive threats.
• Utilize insights to develop strategies that capitalize on market opportunities.
• Cross-functional Collaboration:
• Work closely with marketing, product management, and other internal teams to align strategies and support GSI initiatives.
• Provide feedback to product management on market requirements and competitive intelligence.
• Work well in a team environment to ensure partner and customer satisfaction
• Performance Monitoring and Reporting:
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Build and maintain the activity of performance reports and activity dashboards.

Requirements:

• Bachelor’s degree in Business Administration, Sales, Marketing, or related field
• 5+ years of experience in SaaS enterprise sales, within the GSI sector.
• 8+ years of experience at consulting/ GSI firm
• Experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or security industry
• Experience in managing GSI relationships across multiple regions
• Understanding of channel operating models
• Consistent track record of leading complex sales situations through negotiation and conflict resolution
• Strong negotiation and communication skills, with the ability to influence at all levels.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
• Analytical mindset with the ability to leverage data to drive decisions and strategies.
• Willingness to travel as needed.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io.

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position.