CheckPoint Cloud Security EMEA Alliance Manager 

United Kingdom, England, London 

180223569

Check Point is leading the next paradigm shift in cloud security and is looking for an experienced Cloud Alliance Manager to develop relationships and drive the success of our global partnerships with cloud service providers (CSP’s) including AWS, Microsoft and Google plus select cloud ISVs. As the EMEA Cloud Alliance Manager within Check Point, you will have the exciting opportunity to deliver on our strategy through building alignment with AWS and Microsoft global teams, driving mindshare and evangelizing our priority initiatives.

Responsibilities include diving our joint EMEA-focused CSP & Check Point alliance plans and managing the strategic regional relationships, keeping the focus on the agreed upon priorities. This includes driving executive sales alignment, product team alignment, marketing support, field and channel relationships, tracking progress and driving enablement. By establishing and growing business and technical relationships, along with managing the day-to-day interactions, you will help drive top-line revenue growth, deep partner engagement, and overall market adoption. The ideal candidate will possess a business background that enables them to engage at an executive level, CSP EMEA experience, as well as a sales background that enables them to easily interact with enterprise sales executives and channels. A demonstrated ability to think strategically about business, products, and technical challenges, with the ability to build and convey compelling value propositions and Go-To-Market plans are important skills. The position also requires a strong technical acumen, hands-on experience working with large global (EMEA-based) conglomerates, along with working knowledge of software architecture and the enterprise software landscape.

• Developing joint strategic global plans with EMEA-based CSP’s, other Cloud ISVs, sales and channels.
• Engage the EMEA-focused leadership team, cloud field sales organization, channels, and customers to create and drive revenue opportunities for all parties.
• Set a strategic business development plan to achieve target markets and ensure it is in line with the Check Point strategic direction. This includes developing a detailed EMEA-focused alliance plan and tracking the progress toward those goals.
• Prepare and give regular EMEA CSP alliance reviews to the management team.
• Manage complex contract negotiations involving legal, marketing, and business terms.
• Manage the EMEA-specific GTM, marketplace, and co-sell activities in addition to the global strategic relationship.

• Prior EMEA-based CSP Alliance Management experience is beneficial
• Experience working with CSP’s to develop Go to Market (GTM) programs around co-sell and marketplace, especially in EMEA
• 5+ years of experience in IT security sales and managing global enterprise accounts and/or channel partnerships
  • MEDPICC knowledge is an advantage
• 5+ years of business development experience in the software/technology industry
• Strong presentation and writing skills and the ability to articulate complex concepts to cross-functional audiences
• Good technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open-source software, virtualization
• Ability to think and work creatively to develop unique joint value propositions and product strategy between CSP’s, Check Point and our customers
• Must be eligible to work in EMEA without sponsorship from an employer now or in the future