Alliances Manager – Remote (USA) (f/m/d)

SecurityBridge GmbH; United States; Remote; USD 110,000 - 170,000; Full time

Job summary

SecurityBridge is seeking an experienced Alliances Manager to develop and grow our strategic and technology alliance ecosystem. You will build long-term partnerships, work with cross-functional teams, and drive joint go-to-market initiatives to accelerate revenue growth.

Reporting to the VP Global Channel & Alliances, you will execute JBPs, cultivate alliance-driven pipeline, and lead partner enablement and performance initiatives across the SAP ecosystem.

Qualifications

• 7+ years in enterprise software, cybersecurity, SAP ecosystem sales, strategic alliances, or business development.
• Proven success managing strategic or technology alliances or partner ecosystems.
• Experience with GSIs, SAP consulting partners, technology vendors and enterprise software partners.
• Demonstrated success building partner-generated pipeline and revenue growth.
• Experience developing and executing Joint Business Plans (JBPs) with executives.
• Strong understanding of alliance models, enterprise sales methodologies, and joint GTM strategies.
• Excellent negotiation, executive relationship management, and communication skills.
• Experience managing pipeline, forecasting, and CRM processes.

Responsibilities

• Develop and execute regional alliance strategy aligned with corporate objectives.
• Recruit, onboard, and develop strategic alliances, technology partners, SAP ecosystem partners, and GSIs.
• Build executive relationships with partners and drive long-term engagement.
• Create and execute Joint Business Plans (JBPs) with strategic partners.
• Collaborate with Regional Sales to maximize alliance contributions throughout the sales cycle.
• Drive alliance-generated revenue and partner-sourced or -influenced opportunities.
• Lead joint GTM initiatives across co-selling, solutions, integrations, and market expansion.
• Maintain accurate CRM data, pipeline quality, and forecasting.

Skills

Enterprise software

Cybersecurity

Strategic alliances

Sales pipeline

Executive relationships

CRM & forecasting

Communication

Tools

Salesforce

PRM platforms

LinkedIn Sales Navigator

CRM

Job description

SecurityBridge is a fast-growing global software company and the leading provider of cybersecurity solutions for SAP. Our platform helps organizations worldwide protect their mission-critical SAP systems through real-time threat detection, vulnerability management, compliance monitoring, and security automation.
We are looking for an experienced Alliances Manager to develop and grow our strategic and technology alliance ecosystem. Reporting to the VP Global Channel & Alliances, you will build long-term partnerships that accelerate revenue growth, strengthen our market presence, and create additional value for customers through joint go-to-market initiatives and solution partnerships.

Working closely with Regional Sales, Marketing, Product Management, Customer Success, and Partner Operations, you will execute Joint Business Plans (JBPs), develop alliance-generated pipeline, and drive measurable commercial outcomes across strategic and technology alliances.

Key Responsibilities: Alliance Strategy & Partner Development

• Develop and execute the regional alliance strategy aligned with corporate objectives.
• Identify, recruit, onboard, and develop Strategic Alliances, Technology Partners, SAP ecosystem partners, and Global System Integrators (GSIs).
• Build executive relationships with strategic alliance partners and drive long-term engagement.
• Develop and execute Joint Business Plans (JBPs) with strategic partners.
• Continuously evaluate alliance performance and identify opportunities to strengthen strategic relationships across the SAP ecosystem.

Revenue Growth & Go-to-Market Execution

• Drive alliance-generated revenue and partner-sourced and partner-influenced opportunities.
• Build and execute joint go-to-market initiatives across co-selling, joint solutions, technology integrations, and market expansion.
• Increase Annual Recurring Revenue (ARR) through strategic partnerships.
• Support new customer acquisition, expansion opportunities, and strategic enterprise engagements.
• Collaborate with Regional Sales to maximize alliance contribution across the sales cycle.

Pipeline & Strategic Account Collaboration

• Build predictable alliance-generated pipeline aligned with regional revenue objectives.
• Conduct account mapping with alliance partners and GSIs.
• Identify whitespace opportunities across partner customer portfolios.
• Lead opportunity reviews and joint customer engagements with alliance partners and Regional Sales.
• Maintain accurate CRM data, pipeline quality, and forecasting.

Partner Enablement & Performance

• Develop alliance enablement programs and coordinate commercial and technical training.
• Collaborate with Marketing on joint campaigns, webinars, events, and thought leadership initiatives.
• Conduct Quarterly Business Reviews (QBRs) and monitor Joint Business Plan execution.
• Track alliance performance through defined business and sales KPIs and provide regular business updates to the VP Global Channel & Alliances.

Required Qualifications

• 7+ years of experience in enterprise software, cybersecurity, SAP ecosystem sales, strategic alliances, or business development.
• Proven success managing Strategic Alliances, Technology Alliances, or enterprise partner ecosystems.
• Experience working with Global System Integrators (GSIs), SAP consulting partners, technology vendors, and enterprise software partners.
• Demonstrated success building partner-generated pipeline and delivering measurable revenue growth.
• Experience developing and executing Joint Business Plans (JBPs) with executive stakeholders.
• Strong understanding of alliance business models, enterprise sales methodologies, and joint go-to-market strategies.
• Excellent commercial negotiation, executive relationship management, and communication skills.
• Experience managing pipeline, forecasting, and CRM processes.
• Willingness to travel within the assigned region.Fluent written and spoken English.

Nice to Have

• Experience within the SAP ecosystem.Experience selling cybersecurity or enterprise software solutions.Knowledge of enterprise sales methodologies such as MEDDPICC, Challenger, or Value Selling.Experience with Salesforce, LinkedIn Sales Navigator, or Partner Relationship Management (PRM) platforms.This is a fully remote position within the assigned region.Visa sponsorship and relocation support are not available.Candidates must be authorized to work in their country of residence within the designated hiring region.

Our Offer

• The opportunity to shape strategic partnerships within one of the fastest-growing SAP cybersecurity companies.
• Competitive salary with an attractive performance-based bonus.
• Remote-first working model with flexible working hours.
• Modern sales, collaboration, and partner enablement tools.
• Close collaboration with Sales, Product Management, Marketing, Customer Success, and the Global Channel & Alliances organization.
• Professional development opportunities and long-term career growth in a rapidly expanding international software company.

What Makes It Special to Work With Us

Flat hierarchies await you at our company. If you have a good idea or knowledge, feel free to contribute. Because as a newcomer, your opinion is just as important. We want you to feel comfortable with us: arrange your working day and your way of working according to your preferences. At the end of the day, it’s the results that count, not your presence in the office.

Honesty, respect, helpfulness, and integrity form the core of our company culture. We believe that strong teams are the foundation of sustainable success. That’s why we strive to create an environment where employees feel supported, connected, and empowered to grow.