Field Alliance Manager, Strategic Partnerships

Field Alliance Manager, Strategic Partnerships

Extra Hop is reinventing Network Detection and Response (NDR) to help enterprises and organizations stay ahead of emerging threats with unmatched network visibility, context, and control.

Today's attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exploit and exit whenever they want. But all of that movement is visible on the network... if you can see it.

By combining the power of NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, Extra Hop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all your networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to the SOC to detect, investigate, and remediate modern cyber risks in real time.

Extra Hop is seeking a highly motivated and results-oriented Field Alliance Manager to help scale, and manage our strategic, field-facing business development relationship with Crowd Strike. This is a critical, high-visibility role responsible for driving joint revenue, GTM strategy, and technical field alignment between the two organizations.

This position will report to the SVP of Field Operations and will require close collaboration with our Sales, Product, Marketing, and Engineering teams, as well as their counterparts at Crowd Strike.

• Establish and nurture deep, trusting relationships with key stakeholders across the Crowd Strike GTM ecosystem, including sales leadership, field reps, channel / alliance teams.
• Develop and execute a comprehensive joint business plan to drive measurable growth in influenced revenue, partner-sourced revenue, and joint solution adoption.
• Identify, qualify, and track joint sales opportunities across both Extra Hop and Crowd Strike's pipelines, ensuring maximum cooperation and co-sell efficiency in the field.
• Participate in the creation and utilization of joint GTM materials (solution briefs, presentations, battle cards, ROI calculators) for use by both companies' sales teams.
• Work with Extra Hop Marketing to help plan and execute joint marketing campaigns, sales plays, events, webinars, and presence at industry conferences.
• Drive technical integration adoption by working closely with the Extra Hop Product and Engineering teams to ensure the partnership delivers maximum mutual customer value (e.g., product functionality, APIs, etc.).
• Define and track key performance indicators (KPIs) , including influenced revenue, closed / won opportunities, and active field engagement metrics.
• Provide regular, data-driven reporting and performance readouts to Extra Hop leadership, identifying risks and opportunities in the partnership.
• Work cooperatively with others within the organization and other cross-functional stakeholders.
• Work well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.

• 5+ years of experience in Strategic Alliances, Business Development, Partner Sales, or Channel Management within the cybersecurity industry.
• Direct and proven experience managing a significant alliance relationship with Crowd Strike is a highly desirable advantage, or extensive prior experience with other top-tier cybersecurity / GTM partners (e.g., Netskope, Palo Alto Networks).
• Deep understanding of the security landscape , particularly in the areas of NDR, EDR, SIEM, and Cloud Security.
• Demonstrated ability to influence and manage without direct authority across sales, product, and engineering teams.
• Exceptional written, verbal, and presentation skills.

• Field-Oriented : A self-starter who is comfortable spending significant time engaging directly with field sales teams, partners and customers.
• Strategic Thinker :
  Ability to translate technical product integrations into compelling, revenue-driving business value propositions.
• Results-Driven :
  Proven track record of meeting and exceeding partnership revenue goals.
• Travel :
  Willingness to travel up to 30% of the time for partner meetings, events, and field engagement.

The base salary for this position is between $140,000 - $150,000 on a 70 / 30 split.

Extra Hop empowers enterprises to stay ahead of evolving threats with the most comprehensive approach to network detection and response (NDR). Since 2007, the company has helped organizations across the globe extract real-time insights from their hybrid networks with the most in-depth network telemetry.

Extra Hop NDR uniquely integrates network threat detection, network performance management (NPM), intrusion detection (IDS), and packet forensics into a single console with 100GB+ sensors, real-time decryption, and cloud-scale machine learning - delivering complete network visibility, unmatched context for data-driven security decisions,…