Associate Business Development Alliances Manager

Position Summary

We are looking for an Associate Business Development Alliances Manager to run the day-to-day operations behind ExtraHop’s co-sell, marketplace, referral, and partner activation programs with our strategic cloud and technology partners. The initial focus is on expanding co-sell and marketplace activity in North America, with AWS and Google Cloud through co-sell and marketplace motions, and with CrowdStrikeand other strategic tech partners  through joint selling and integration-led co-sell.

This role works closely with ExtraHop sales teams, Deal Ops, channel partners, technology partners, and internal cross-functional teams to keep shared opportunities moving, activate partners and sellers, and turn partner relationships into measurable pipeline and revenue. You will manage the operational mechanics of co-sell, referral, and marketplace programs, including opportunity registration and follow-up, handoffs to Deal Ops, partner activation, and performance reporting, so that field teams and partner sellers can sell together with minimal friction.

The ideal candidate has hands-on experience running co-sell, marketplace, or referral programs and is comfortable working in Salesforce and partner tooling. Familiarity with the cybersecurity landscape is valuable, and you will build deep knowledge of ExtraHop’s Network Detection and Response platform and its role within the broader security ecosystem. This is a highly collaborative role that requires building working relationships with partner field organizations while coordinating effectively across Sales, Deal Ops, Marketing, Product, and Alliances.

Key Responsibilities

As a member of the Alliances organization, you will work with technology and channel partners to develop and execute joint go-to-market strategies. Your day-to-day responsibilities could include any of the following:

Co-Sell

• Execute co-sell programs with strategic cloud and technology partners (AWS, Google, CrowdStrike, others), supporting the strategy set by Alliances leadership.
• Manage co-sell opportunity workflows in AWS Partner Central/ACE and the Google partner portal, including submission, acceptance, and follow-up, so shared opportunities keep moving.
• Facilitate joint account mapping and opportunity progression between ExtraHop account teams and partner field counterparts.
• Maintain working relationships with partner field, channel, solutions engineering, and alliance teams to support joint customer meetings and co-sell execution.

Marketplace

• Identify and track marketplace-eligible opportunities, and work with account teams and partner reps to move them toward marketplace transactions.
• Serve as the Alliances point of contact for Deal Ops, handing off deal details and following up so marketplace deals close smoothly. Deal Ops creates and enters the Marketplace offers.
• Educate sellers and partners on the marketplace motion, including cloud commitment drawdown and how to position marketplace purchasing with customers.

Referrals and Programs

• Operationalize referral programs
• Build and document repeatable playbooks and processes for co-sell, referral, and marketplace motions that increase partner-sourced and partner-influenced pipeline.

Partner Activation and Enablement

• Run partner activation, including onboarding checklists, first-deal playbooks, and time-to-first-opportunity tracking.
• Coordinate partner and seller enablement (sales presentations, use cases, competitive positioning, and joint solution messaging) with Marketing and Partner Solutions Architecture.
• Support joint webinars, events, executive briefings, and customer workshops.

Reporting and Cross-Functional Work

• Track and report partnership performance, including 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 led by Alliances leadership.
• 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 the partner platforms it complements.
• Identify and fix process gaps to make our partner programs more scalable and efficient.

Required Qualifications

• 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 Qualifications

• Familiarity with how AWS and Google Cloud marketplace transactions work, including private offers, CPPOs, and commitment drawdown.
• Experience working with leading cybersecurity technology platforms, and familiarity with Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations technologies.
• Existing relationships with cybersecurity channel partners, resellers, and systems integrators.
• Experience developing referral, co-sell, marketplace, or other partner-led commercial programs.
• Experience with Cloud 3PI (e.g., Tackle.io), account-mapping (e.g., Crossbeam), or other ecosystem-led growth and partner management tools.
• Advanced proficiency with spreadsheets, pivot tables, and business reporting.

Compensation & Benefits: The salary range for this role is $75,000 – $85,000 per year, plus eligibility for an annual performance-based discretionary bonus and stock option grants. We offer a comprehensive benefits package including medical, dental, and vision coverage (effective Day 1), a 401(k) with employer match, flexible PTO, parental leave, and more.