Sales Alliance Manager

About

Sekoia.io repense la cybersécurité pour la rendre encore plus pertinente, efficace et accessible. L'un des principaux défis que nous relevons est d'analyser et de comprendre en permanence les menaces émergentes afin de définir des stratégies appropriées et d'avoir la capacité de les exécuter à grande échelle. En combinant la technologie et une équipe pluridisciplinaire de passionnés de Threat Intelligence, Sekoia.io a un fort impact sur la cybersécurité avec une approche qui brise les silos, qu'ils soient technologiques, organisationnels ou culturels.

Job Description

We are seeking an experienced Alliance Manager to join our Revenue organization and drive strategic partnerships, develop new revenue streams, and expand our global reach. This role is critical to scaling our international presence through strategic alliances and Global System Integrator (GSI) partnerships.

Reporting to the CRO, you will be responsible for managing existing strategic alliances, identifying and developing new partnership opportunities, and supporting international business development initiatives.

Your missions :

Alliance Management & Partner Enablement

  • Manage strategic partnerships, including Akamai: lead partner enablement, deliver training sessions, conduct product presentations, and coordinate lead transfers to local Channel Business Manager (CBM) teams

  • Identify and develop new strategic alliances with cloud providers, technology vendors, and service providers (e.g., OVH and similar partners)

  • Build and maintain strong relationships with alliance partners to maximize joint value creation

Revenue Stream Development

  • Design and launch new revenue-generating offers and partnership models (such as European Defense Platform -type offerings)

  • Collaborate with Product, Marketing, and Sales teams to structure compelling joint go-to-market propositions

  • Track and optimize partnership revenue performance and pipeline contribution

International GSI Expansion

  • Drive international expansion with Global System Integrators (GSIs) including Cap Gemini, Thales, Sopra Steria, and other major integrators

  • Leverage Sekoia.io's proven French market success to open doors with GSI international divisions

  • Develop executive relationships and showcase our capabilities to GSI leadership across target geographies with the support of local teams.

International CTI Support

  • Provide deal support for international Cyber Threat Intelligence (CTI) opportunities at Alliances.

  • Partner with regional sales teams to close strategic CTI deals at Alliances

  • Bring technical and strategic expertise to complex international negotiations

📍 The position can be based in Paris, Rennes or fully remote. Professional trips paid for by the company might be required.

Preferred Experience

🤩 We are excited to meet you if :

  • 5+ years of experience in alliance management, channel partnerships, or strategic partnerships in the technology/cybersecurity sector

  • Proven track record of building and managing strategic alliances with technology vendors or GSIs

  • Strong understanding of B2B SaaS and cybersecurity business models

  • Experience working with Global System Integrators or large consulting firms Excellent stakeholder management and executive presence

  • Fluent in English and French (written and spoken) - essential for this role

  • Ability to work cross-functionally across Sales, Marketing, Product, and Customer Success teams

  • Strong business acumen with ability to structure win-win partnership agreements

  • Willingness to travel internationally (25-30%)

Nice to Have

  • Experience with Cyber Threat Intelligence and/or XDR/SIEM solutions

  • Existing relationships with major GSIs (Thales, Sopra Steria, Capgemini, Accenture, etc.)

  • Knowledge of cloud provider partnership programs (AWS, Azure, GCP, OVH, Akamai)

  • Experience in scaling partnerships internationally, particularly in EMEA and global markets

  • Background in partner enablement and training program development

👀 Are you interested in this job but feel you haven't ticked all the boxes? Don't hesitate to apply, and tell us in the cover letter section why we absolutely must meet!

Recruitment Process

📝 Here's what's in store for you if you apply :

  • N+1 Interview with Cyril, Chief Revenue Officer (60')

  • Skills fit with Roman, Head of Sales Engineering - CEUR (60')

  • Culture fit with Yolaine, General Secretary (45')

  • Wrap up with Freddy, CEO (30')

Our process usually takes about 3 weeks, depending on availability, it includes reference calls. The program: discussions rather than trick questions ! These discussions will help you understand how Sekoia.io works and what it stands for. But they are also (and above all) an opportunity for you to tell us about your career path and your expectations for your next job!

⭐ Sekoia.io is an equal opportunity employer for any minority, disability, gender identity or sexual orientation. We are committed to hiring and supporting diverse teams of people from all backgrounds, experiences, and perspectives.

Additional Information

  • Contract Type: Full-Time
  • Location: Paris, Rennes
  • Experience: > 5 years
  • Possible full remote
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