Associate Business Development Alliances Manager

United States | Remote

At Extra Hop, we’re on a mission to protect and empower the connected enterprise. We reveal what is happening in the very infrastructure that sustains businesses, lives, and communities, and ensure the integrity of networks, data, systems, and processes. Organizations rely on Extra Hop to provide visibility into the cyber threats, vulnerabilities, and network performance issues that evade their existing security and IT tools.

With this insight, organizations can investigate smarter, stop threats faster, and keep operations running.

Our mission is fueled by a profound social and moral responsibility to be the best at what we do, ensuring a secure world where everyone can thrive. If this sounds like a place you’d like to spend the next chapter of your career, we’d love to hear from you.

We are looking for an Associate Business Development Alliances Manager to run the day-to-day operations behind Extra Hop’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 Crowd Strikeand other strategic tech partners through joint selling and integration-led co-sell.

This role works closely with Extra Hop 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 Extra Hop’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.

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:

• Execute co-sell programs with strategic cloud and technology partners (AWS, Google, Crowd Strike, 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 Extra Hop 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.

• 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…