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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing co-sell programs and partner operations, with a strong focus on cloud marketplaces such as AWS and Google. Proven ability to build relationships with partners and drive measurable business outcomes through effective collaboration and strategic initiatives.
Highest-signal resume keywords
Co-Sell Program ManagementCloud Marketplace ExperienceRelationship DevelopmentCybersecurity Technology KnowledgeBusiness Performance Metrics
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Partner OperationsGo-To-Market StrategyPipeline ManagementRevenue TrackingMarketplace Transactions
Soft Skills
Communication SkillsPresentation SkillsOrganizational SkillsRelationship-Building Skills
Tools & Technologies
AWS Partner CentralGoogle Partner PortalExtraHop Network Detection and ResponseBusiness Reporting Tools
Industry Keywords
CybersecurityChannel PartnershipsReferral ProgramsSales Performance MetricsEcosystem Growth
Tech Stack
Tools & technologiesAWSCloudCyber Security
About the role
Key responsibilities & impact- Execute co-sell programs with strategic cloud and technology partners including AWS, Google, and CrowdStrike
- Manage co-sell opportunity workflows in AWS Partner Central/ACE and the Google partner portal
- Facilitate joint account mapping and opportunity progression between ExtraHop account teams and partner field counterparts
- Maintain relationships with partner field, channel, solutions engineering, and alliance teams
- Identify and track marketplace-eligible opportunities and move them toward marketplace transactions
- Serve as the Alliances point of contact for Deal Ops and follow up on marketplace deals
- Educate sellers and partners on marketplace purchasing, cloud commitment drawdown, and marketplace motions
- Operationalize referral programs
- Build and document repeatable co-sell, referral, and marketplace playbooks and processes
- Run partner activation, onboarding checklists, first-deal playbooks, and time-to-first-opportunity tracking
- Coordinate partner and seller enablement with Marketing and Partner Solutions Architecture
- Support joint webinars, events, executive briefings, and customer workshops
- Track and report joint opportunities, pipeline, sourced and influenced revenue, marketplace-transacted bookings, and customer activity
- Maintain pipeline hygiene and dashboards and report regularly to leadership
- Prepare data and materials for partner business reviews
- Collaborate with Sales, Sales Ops/RevOps, Deal Ops, Marketing, and Partner Solutions Architecture to remove friction from partner-led deals
- Build working knowledge of ExtraHop’s Network Detection and Response platform and complementary partner platforms
- Identify and fix process gaps to make partner programs more scalable and efficient
Requirements
What you’ll need- 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
- Preferred: Familiarity with AWS and Google Cloud marketplace transactions, including private offers, CPPOs, and commitment drawdown
- Preferred: Experience with cybersecurity technology platforms and Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations technologies
- Preferred: Existing relationships with cybersecurity channel partners, resellers, and systems integrators
- Preferred: Experience developing referral, co-sell, marketplace, or other partner-led commercial programs
- Preferred: Experience with Cloud 3PI, account-mapping, or other ecosystem-led growth and partner management tools
- Preferred: Advanced proficiency with spreadsheets, pivot tables, and business reporting
Benefits
Comp & perks- Annual performance-based discretionary bonus eligibility
- Stock option grants
- Medical, dental, and vision coverage effective Day 1
- 401(k) with employer match or pension where applicable
- Flexible PTO
- Sick time prorated based on date of hire
- All federal holidays (US Only)
- 3 days of paid volunteer time
- Parental leave (US Only)
- FSA and dependent care accounts, where applicable
- Employee Assistance Program (EAP), where applicable
- Educational reimbursement
- Pet insurance (US Only)
- Hybrid and remote work model