Director - Cyber Alliances

Grant Thornton; Sydney; Hybrid; AUD 230,000 - 300,000; Full time

Benefits offered by this job

9-day fortnight

Flexible working options

Fully funded gym membership

Mental health support

Financial wellbeing coaching

Job summary

Grant Thornton Australia is expanding its cyber resilience practice and is seeking a commercially astute, self-starting Director to lead the go-to-market for technology alliances, including CrowdStrike and Microsoft. This role sits within a global network and partners with the broader alliance group to translate partnerships into market activity and revenue.

You will own alliance strategy, onboarding, joint value propositions and ongoing relationship management, while driving campaigns,

Qualifications

• Experience in technology alliances and channel management with strong commercial results.
• Deep understanding of technology channels: distribution, resell and co-sell.
• Established relationships with cyber technology vendors, incl. CrowdStrike and Microsoft.
• Proven ability to build pipeline and win work from partnerships.
• Experience working across global organisations and with senior stakeholders.
• Ability to explain cyber and technology value to non-technical executives.

Responsibilities

• Lead go-to-market for technology alliances including CrowdStrike and Microsoft.
• Set alliance strategy, onboarding, joint value propositions and ongoing management.
• Drive joint campaigns, events, account planning and co-selling to build pipeline.
• Win work by shaping proposals and pricing complex, multi-service deals.
• Set up resell/partner program models, margins, and channel requirements.
• Act as customer success lead for alliances to ensure delivered value and growth.

Skills

Tech alliances

Partner management

Commercial acumen

Vendor relationships

CrowdStrike

Microsoft

Pipeline development

Customer success

Global experience

Stakeholder management

Strategic communication

Job description

• Full time, permanent role• Enjoy excellent career progression in a ‘hands-on’ leadership role• Work with Partners who are truly invested in your professional developmentGrant Thornton Australia is one of Australia’s leading professional services firms, providing audit, tax, and advisory services to a diverse range of clients.Our culture is underpinned by a commitment to our clients, people and communities, and our promise to ‘Reach for Remarkable’ by providing proven expertise, principled execution, and personalised experience.In Australia we're proud to support the careers of more than 1,500 remarkable people. Backed by six Australian offices and a global network spanning more than 150 markets, we offer the scale, connections and opportunities to help you shape your future, wherever it takes you.About this roleWe’re growing our cyber resilience practice and looking for a commercially astute, self-starting Director to establish and lead the go-to-market for our technology alliances, including CrowdStrike and Microsoft.This is a dedicated alliances and customer success role. You’ll work alongside our entire partner group to turn our alliance partnerships into market activity, pipeline and won work, and make sure that work is delivered well. You’ll set up how we take our alliances to market, both in how we deliver to clients using these platforms and in how we resell technology and identify managed services opportunities. Many of our alliances are global, so you’ll work closely with our US team and the wider Grant Thornton network, while also owning the strategy and day-to-day relationships with local alliance partners across offensive security, detect and respond, and cyber advisory.If you know how the technology channel works, have strong vendor relationships and know how to turn a partnership into real revenue, this is the role for you.What you’ll doWork alongside the partner group to establish and lead the go-to-market for our technology alliances, including CrowdStrike and Microsoft.Build and own the alliance strategy, covering partner onboarding, joint value propositions and ongoing relationship management.Drive market activity with our alliance partners, including joint campaigns, events, account planning and co-selling, to build a strong pipeline.Win work by leading and supporting pursuits, shaping proposals and pricing complex deals that bring together services, technology and managed services.Set up the commercial and operating model for resell, including distribution and channel relationships, margins, deal registration and partner program requirements.Identify and develop managed services opportunities that grow recurring revenue across our alliance portfolio.Act as the customer success lead for our alliances, making sure work sold through our partners is delivered well, clients see value and relationships keep growing.Work closely with our US team and the global Grant Thornton network to manage global alliance partnerships and align local activity with global strategy.Own the strategy and day-to-day management of local alliance partners across offensive security, detect and respond, cyber advisory and AI-enabled delivery.Track and report alliance performance, including pipeline, wins, revenue and partner accreditations, to the partner group and leadership.Build internal awareness so our people know how to position, sell and deliver alongside our alliance partners.What you’ll needExperience in technology alliances, channel or partner management, ideally in cyber, with a track record of strong commercial results.Sharp commercial acumen in a professional services environment, including the ability to structure and price complex deals.A deep understanding of how the technology channel works, including distribution, resell and co-sell relationships.Established relationships with key cyber technology vendors, ideally including CrowdStrike and Microsoft.A strong network and reputation, both internally and externally, as someone who gets deals done.A proven ability to build pipeline and win work, turning partnerships into revenue.Customer success or relationship management experience, with a focus on making sure what’s sold is delivered and valued.Experience working across global organisations or global alliance programs.Confidence working with and influencing senior stakeholders, including partners, client executives and vendor leadership.The ability to explain why cyber and technology matter to people who don’t work in it.Comfort working as part of a team. This role suits someone who builds with others rather than around them.Australian citizenship or permanent residency.Willingness to travel for client and partner work.Nice to haveExperience in a consulting, systems integrator or managed security services environment.An understanding of managed services and recurring revenue models.Familiarity with vendor partner programs, marketplaces and incentive structures.Relevant vendor sales or alliance accreditations.If you’re interested in this role but don’t feel that you match every single one of our requirements, we would still love to hear from you and explore the unique skillset and attributes that you can bring to the team.Reach your remarkableAt Grant Thornton we do things differently because we understand that when you strive for better and care about what you do remarkable things are possible. We’re a dynamic and authentic mix of backgrounds, perspectives and ways of thinking. We’re driven by our shared purpose: we care for our people, clients and communities and support them to thrive.With us, you’ll be exposed to challenging and rewarding opportunities, building your confidence and capabilities at every step. You’ll be supported, motivated and inspired by a team of passionate and caring collaborators and leaders. You’ll be empowered to build a career path that’s tailored to you and encouraged to make a meaningful difference. And we’ll make sure the excellence you deliver and the impact you make is always seen, felt and celebrated.Remarkable perks that put you first:9-day fortnight with no salary reductionFlexible working options availableFully funded gym membershipMental health support, financial and wellbeing coachingAnd many more!#LI-HybridNeed some help applying or participating in the recruitment process?We are committed to ensuring our recruitment process is inclusive and accessible for anyone who wishes to apply, and we warmly encourage applications from individuals from diverse backgrounds including Aboriginal and/or Torres Strait Islanders, those in the LGBTQI+ community and individuals who identify as having disability or are neurodivergent.Should you have questions or require any adaptations or additional support for your individual circumstances so you may perform at your best during the application or recruitment process please contact our Talent Acquisition team at [e-mail] we provide fair consideration and evaluation to a high volume of applications, we endeavour to provide feedback on your application at the earliest opportunity.#LI-Hybrid