Senior Strategic Alliance Program Manager

Trustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. We uncover threats that others can’t and respond quicker than others can to protect against the devastating impacts of cyberattacks. We’re a world-class team of cyber consultants, threat hunters and researchers serving clients in 96 countries. At Trustwave, you can learn alongside the best, make a personal impact on a global scale, and solve new challenges every day. Learn more about us at https://www.trustwave.com.

The Role

Trustwave is seeking an experienced and driven Sr. Microsoft Alliance Manager to join our team, focusing on enabling cosell success. This role is pivotal in serving as an overlay to grow key accounts, drive sales growth overall especially with new logos, and solidifying the Microsoft Trustwave Partnership. The ideal candidate will have a strong background in delivering Cybersecurity solutions to enable success with the Microsoft Security Platform and a proven track record of alliance management and sales enablement. This role will entail working with Trustwave and Microsoft account management as well as driving Trustwave business as our Microsoft SME.

Main Responsibilities

• Strategic Account Management: Work hand-in-hand with Trustwave sellers to develop and maintain deep, strategic relationships with key client stakeholders. Serve as the primary point of contact and trusted advisor on maximizing a customer’s investment in Microsoft Security solutions.
• Sales Growth: Alongside Trustwave Sales, identify, pursue, and assist Account Manager to close new business opportunities within strategic accounts. Develop and execute comprehensive account plans to achieve revenue targets.
• Lead and Develop Co-Selling Strategies: Design and deliver training programs that equip sales teams with the skills and knowledge to effectively co-sell with Microsoft, ensuring alignment with Microsoft's sales motions and leveraging joint value propositions to drive collaborative success.
• Client Engagement: Understand the business objectives and challenges of strategic customers. Present and advocate for Microsoft solutions that align with client goals.
• Solution Delivery: Collaborate with technical teams to ensure the successful implementation and delivery of Microsoft Cybersecurity solutions.
• Reporting: Monitor and report on account performance, sales metrics, and client satisfaction. Provide regular updates and strategic insights to senior management.
• Programs: Leverage Microsoft Incentive Programs. Must know current Microsoft Partner Programs that bring Microsoft investment to Trustwave and our customers.
  
  

Ideal Skills

• Strategic Account Planning: Active participation in strategic account planning along with Microsoft and Trustwave.
• Solution Selling: Deep understanding of solving business problems leveraging Microsoft Security solutions.
• Co-Selling with Microsoft: Understanding of the Microsoft co-sell motion with a demonstrated track record of success.
• Microsoft Programs: Experience in successful onboarding and maintaining Partner participation in Microsoft Programs such as CSI and FastTrack.
• Communication: Exceptional verbal and written communication skills. Proven ability to build and sustain strong client relationships at a strategic level.
• Team Player: Strong interpersonal skills and the ability to collaborate effectively with colleagues across various departments. Desire to share knowledge with peers.
• Communication: Strong interpersonal and communication skills, with the ability to find new contacts, build rapport and influence decision-making at all levels of an organization
  
  

Desired Experience

• Alliance/Partner management experience at a technology company
• 5- 10 years proven experience in partnership management, business development, or alliance management
• Understanding of Microsoft ecosystem and Security products
  
  

Education

• A high school diploma or equivalent is required; a college or university degree is a plus.
  
  

You Would Stand Out With These Skills

• Experience working at Microsoft in a sales capacity.
• Demonstrated ability to manage business relationships which have generated tangible business benefit / results.
• Established Microsoft contacts, especially in the Security Business, on Sales teams and in Partner Management.
• Rapid learner who thrives in a fast-paced, high-growth environment. Hungry to play an impactful role and not afraid to fail. Confident in your skills but also a solid team player.
• Strategic thinker with the ability to identify opportunities, and drive results in a fast-paced environment
  
  

Compensation

• This role is a variable compensation plan based on company and individual performance.
  
  

Travel Requirements: In this role, you will potentially need to travel up to 15%.

This is a remote opportunity open to anyone legally authorized to work in the USA. Guided by our flexible workplace philosophy, Moments That Matter, people gather in the office when in-person interaction is most impactful; full-time remote employees may be asked to travel occasionally based on the needs of the team and the business.

Trustwave is an Equal Opportunity Employer. We're committed to treating everyone with respect, one of our core TRUST Values, and strive to create a culture that empowers all Trustees to be their best, most authentic selves. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other federally protected class.

To All Agencies

Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave’s policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.