Upstream Security is looking for a versatile and experienced Alliance Manager to join our Business Development team to focus on establishing scalable routes for co-marketing, co-selling, and co-development through major CSPs and technology partners.

Your efforts will enable Upstream to reach and cater to the needs of Fortune 500 automotive makers, various smart mobility vendors, global fleet operators and telco carriers addressing their security and growing data management challenges.

As the Alliance Manager, you will be pivotal in our scale-up journey, collaborating closely with a team of passionate Upstreamers. You must be execution and delivery focused, ready to roll up your sleeves to create as well as coordinate the tasks of others.

Your technical expertise will be instrumental in creating better-together scenarios, while your business and market savvy will be instrumental in designing, building, and implementing a highly successful integration, co-marketing and co-selling plan.

This role is full time and is US-based.

• Deliver Results: Work closely with the Business Development, Product and Sales team to leverage partner relationships to win new clients and expand existing accounts. To strengthen partnerships and drive customer engagement, design demo scenarios, customize co-selling collateral, lead enablement sessions, etc.
• Go-to-Market Initiatives: Collaborate with cross-functional teams to develop joint go-to-market strategies and initiatives. Drive the execution of joint marketing and sales programs to increase market awareness and drive revenue growth. Present our "better together" story to partner sales audiences during team calls and account-based co-sell opportunities.
• Project Management: Lead cross-functional teams to deliver on partnership initiatives, ensuring projects are completed on time and within scope. Monitor and report on the progress of partnership projects, addressing any issues or roadblocks that arise.
• Data Driven: Monitor and analyze alliance performance metrics and key performance indicators (KPIs) are met or exceeded. Share monthly reports with the leadership team. Identify, create, and distribute joint win stories and use cases to showcase successful collaborations and mutual value with partners.
• Team Collaboration: Foster a collaborative and supportive environment within the organization to encourage cross-functional teamwork.

• A minimum of 3 years experience working at a similar position in a start-up
• A minimum of 3 years of experience managing one or more technical alliances, preferably with one of the CSPs
• Proven success and KPIs in driving co-selling through alliances and transacting deals through CSP marketplaces
• Cyber security domain expertise is an advantage
• Bias for action and ownership: Positive “can-do” spirit, eagerness to take initiative and ownership to make things happen. Never says “that’s not my job”
• Organized with an attention to detail. Comfortable with managing projects that include internationally diverse contributors
• The ability to communicate technical concepts to technical and non-technical stakeholders
• Solid presentation and demonstration skills
• Bachelor's degree in Computer Science, Product Management, Product Marketing, or a related field

Upstream is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.