US Federal Business Development & Alliances Lead

Nozomi Networks

Nozomi Networks

Sales & Business Development
United States · Remote
Posted on Friday, May 24, 2024

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT Cybersecurity. We have hundreds of customers in more than 30 countries and we’re just scratching the surface.

We are expanding our product portfolio, go-to-market, and presence with the US Federal Government, the surrounding partner ecosystem delivering OT-IoT security, and related public-private-partnership (PPP) coalitions and associations. Our BD team is hiring a leader to drive our federal alliances and ecosystem strategy, agreements, and execution, including management of the federal coalitions and associations with whom we participate.

If this sounds like you, read on. You could be the next "Nozomier"!

Location: US (DC Area)

In this role, you will:

  • Develop, orchestrate, drive, and sustain US Federal alliance partnerships from exploration to contracts to onboarding through demand gen engagements and execution across Exec, BD, Sales, Systems Engineering, Channel, Product Management, Marketing, Customer Success, Professional Services, and Finance stakeholders
  • Manage, maintain, and grow existing federal alliance partnerships
  • Coordinate with US Fed Sales the alliance partner engagement as part of deal pursuit
  • Lead interactions with the Federal entities of interest to Nozomi Networks (i.e. OTCC, iSACS, CISA, others)
  • Shape and implement an annual federal business development and alliances strategy
  • Support, track, and report the growth in revenue pipeline opportunities achieved through federal alliance partners
  • Coordinate technical and sales enablement, facilitation of certifications, offering and pipeline management with key federal alliance partners
  • Prepare and lead Quarterly Business Reviews with the key federal alliance partners
  • Lead alliance partner strategies and campaigns to generate more pipeline
  • Support the interaction between the Federal System Integrators (FSI) and other alliances with our US federal distributor
  • Work closely with our VP Federal Sales to maintain the US federal distributor partnership, relationships, and smooth operations with pursuing and transacting sales
  • Coordinate and support PR campaigns when new alliance partners are onboarded, as well as follow-on periodic blogs, webinars, and other outbound focused activities with our federal alliance partners
  • Collaborate with Sales and with Marketing for events involving federal alliance partners
  • Consistently set, communicate, and manage expectations, revising as needed and collaborating constantly with senior executive stakeholders, alliance partners, technology partners, BD and cross-functional team members
  • Embody the Nozomi Networks Cultural Pillars and our mission to protect what matters most with transparency and trust

To be successful in this opportunity, you will have:

  • Experience with the FSI and partner ecosystems who serve our markets for IoT, OT and industrial control systems (ICS) cybersecurity within US Federal
  • Solid and proven experience in building and executing with alliance partners for federal sales (e.g. Federal Systems Integrators, FSI)
  • Strong understanding and connections with US Government agencies and IoT/OT-relevant coalitions and associations (e.g. ISAGCA and OTC)
  • Hunter-mindset, with the ability to self-prospect and a go-getter personality
  • Experience working in customer- or partner-facing roles as a Security Consultant, Sales, Channel or Alliances leader with network security products, and comfortable based on experience of working in early-stage growth companies
  • Demonstrated experience and success working with federal alliances and partner ecosystems in associated Sales/BD/Alliances/Channels roles
  • Strong knowledge of information security ecosystems, product/offer categories, technology principles, and enterprise architectures
  • Pre-existing relationships with federal system integrators and federal PPP associations, coalitions, and ecosystem
  • High integrity and adept at the consultative approach to win partner and customer respect and trust
  • Sales and business savvy with collaborative, problem-solving, growth, and development mindsets
  • Excellent English language communication (written and verbal) and presentation skills
  • Demonstrated ability to work independently and fluidly as a part of a super-charged, cross-functional team as a remote worker
  • Strong work ethic with demonstrated say-do execution and leadership with performance and delivering results
  • Availability and willingness to travel

Nozomi Networks is committed to fair and equitable compensation practices. The base pay scale for this position is $144K to $182K This is the range the company reasonably and in good faith expects to pay for the position taking into account factors including job-related knowledge, skillset, experience, education and training, certifications, and other relevant business factors. Applications outside the range are welcome to apply.

Additional Compensation and Benefits: The company also offers a wide range of competitive benefits, including medical, dental, vision, life insurance, and disability insurance for eligible employees. The successful candidate may also be eligible to participate in the company’s equity program and/or variable bonus program, subject to the rules governing such programs.

In addition, eligible employees are able to enroll in a 401(k) plan along with the employer matching program. Nozomi Networks also offers eligible employees flexible paid time off, paid holidays and paid parental leave.

Who we are and what we stand for:

Nozomi Networks is the leader in OT and IoT Cybersecurity. We protect the world's critical infrastructure, industrial and government organizations from cyber threats by providing exceptional network visibility, threat detection and operational insight. We’re always innovating and we hire the best at what they do to ensure our customers always have access to fast product enhancements, exceptional engineering support and rapid deployment across continents. If you like a challenge, and value integrity and customer success, we invite you to help Nozomi Networks build the future of OT and IoT cybersecurity.

Diversity, Inclusion and Belonging are part of our core beliefs, at Nozomi Networks. Diversity of thought, background and culture broadens our knowledge of the world and helps us learn, grow, and gain new perspectives. What makes us all different is what makes us powerful.

Our Global Benefits

All of our benefits are customized to the country you are based in, naturally we want to get the best out of our Nozomiers, so we provide the best benefits packages, such as:

  • Health & Wellness
  • Financial
  • Work-Life Balance
  • Unparalleled Flexible Time-Off

Need to know information

Successful candidates will be subjected to background verification checks.

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