Alliances Manager - Cybersecurity Solutions

SHI Solutions India Pvt. Ltd.; Hyderabad; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

A leading cybersecurity solutions provider is seeking an Alliances Manager who will drive revenues through strategic OEM partnerships. The role requires a dynamic professional with at least 5 years of experience in cybersecurity sales, demonstrating the ability to manage alliances and generate new business. Candidates should possess strong negotiation skills, a solid understanding of sales cycles, and the capability to collaborate across teams. This full-time role is based in Hyderabad, Telangana, India.

Qualifications

• 5+ years of experience in corporate IT sales focusing on Cybersecurity Solutions/Services.
• Strong experience in managing alliances and driving revenue.
• Proven ability in new account acquisition and generating cybersecurity pipeline.

Responsibilities

• Drive cybersecurity business through strategic alliances.
• Develop joint GTM plans with OEMs and partners.
• Identify and pursue new cybersecurity opportunities.

Skills

Cybersecurity sales

OEM partnerships

Commercial negotiation

Proposal preparation

Cross-functional collaboration

Education

Bachelor’s Degree

MBA

Job description

Alliances Manager – Cybersecurity Solutions

We are looking for a dynamic Alliance Manager-Cybersecurity Sales who can drive cybersecurity solution revenues through strong OEM partnerships, strategic alliances, and joint go-to-market motions. The ideal candidate will have hands‑on experience in cybersecurity sales, a deep understanding of industry OEM landscapes, and a proven ability to generate business through partner‑driven channels.

Key Attributes

• Minimum 5+ years of experience in corporate IT sales with strong exposure to Cybersecurity Solutions/Services.
• Strong experience in managing alliances/OEM relationships and driving revenue through partner ecosystems.
• Proven track record in hunting, new account acquisition, and generating cybersecurity pipeline.
• Experience in closing large, complex cybersecurity deals in collaboration with OEMs.
• Strong understanding of the complete sales cycle from prospecting to closure and revenue recognition.
• Skilled in commercial negotiation, proposal preparation, and handling legal/compliance aspects of deals.
• Ability to work cross‑functionally with technical teams, OEM partners, and internal stakeholders.

Responsibilities

• Drive cybersecurity business through strategic alliances and OEM partnerships (e.g., Palo Alto, CrowdStrike, Splunk, Fortinet, Check Point, Cisco, Microsoft, etc.).
• Develop and execute joint GTM plans with OEMs and distribution partners.
• Identify, evaluate, and pursue new cybersecurity opportunities through partner channels.
• Manage and expand relationships with existing OEMs, ensuring alignment on pipeline, enablement, and sales strategy.
• Support direct sales teams with technical and commercial inputs received through OEM engagements.
• Prepare detailed proposals, quotes, and OEM‑led solutions as per customer requirements.
• Respond to RFPs/RFQs in coordination with internal teams and OEMs.
• Ensure timely follow‑up on proposals, deal progress, order closures, and collections.
• Track competition, pricing trends, OEM programs, incentives, and partner policies.
• Maintain an updated CRM sales funnel, partner dashboards, and regularly participate in sales reviews.
• Achieve quarterly targets across revenue, profitability, and alliance KPIs.
• Attend OEM trainings, certifications, and product update sessions to stay current on cybersecurity solutions and market trends.

Qualifications

• Bachelor’s Degree in any discipline + MBA (preferred) with a proven sales track record.
• Strong background in cybersecurity solution sales and OEM/channel management.
• Demonstrated success in partner‑led business growth.

Seniority level

Mid‑Senior level

Employment type

Full‑time

Job function

IT Services and IT Consulting

Location: Hyderabad, Telangana, India