Director, Strategic Partnerships



Sales & Business Development
United States · Remote
Posted on Thursday, July 11, 2024

About AppOmni

AppOmni, a leader in SaaS Security, helps customers achieve secure productivity with their applications. Security teams and owners can quickly detect and mitigate threats using unmatched depth of protection, continuous monitoring, and comprehensive visibility. Trusted by over 25% of the Fortune 100, AppOmni specializes in securing diverse SaaS environments.

About the Role

This role in the Channels and Alliances organization will be the lead for AppOmni’s strategic partnership with an emphasis on our partnership with Cisco and their channel partners. Develop and implement strategic and tactical sales strategies across AppOmni and partner sales teams. Ensure communication and collaboration is consistent, inclusive of technology innovation, business opportunities and sales strategies. Regular communications to leadership with recommendations on strengthening the partnership, and working with partner’s channel partners. This role will require travel.

What You’ll Do

- Strategic GTM Plan - With AppOmni and partner stakeholders, develop and execute against a comprehensive partner plan inclusive of co-build (technology integrations), co-marketing, and co-selling.

- Drive Sales Enablement - Deliver sales enablement to AppOmni and partner field teams to drive awareness and collaboration in prospect and existing customer accounts.

- Collaboration with Sales, Marketing and Product - Align with AppOmni and partner leadership to deliver joint technology development, marketing and sales initiatives. You will be responsible for driving revenue for AppOmni and Cisco.

- Own Executive Alignment - Build strong and trust-based relationships with partner execs directly and enable same relationships between AppOmni and partner executives.

Key Executables & Outputs:

Primary Alliance: Drive Growth and Awareness

- Drive key GTM partnership results in net new pipeline

- Build sales and technical ‘champion’ relationships within Cisco or assigned partner

- Engage with Marketing and Technology teams to deliver ‘better together’ story for the market

Manage KPIs

KPIs include revenue growth, pipeline generation, deal registrations, new business acquisition, deal closure rate, marketing ROI, cross-selling achievements, and executive alignment.

Ongoing and Proactive Communications

Regular communications providing clarity for AppOmni and partners re: the continued progress of the Alliance.

What We’re Looking For

- 10+ years of related sales, partner sales or technical experience required, with an emphasis on security to scale through partner sales in a partner-led or partner co-sell motion.

- Experience working with members of the Cisco sales field, Partner Network, and VAR Channel partners.

- Trusted Advisor & Executive Relationship Builder.

- Demonstrated experience establishing and expanding executive-level relationships with partners.

- Ability to identify key sellers that can drive sales in the security solution area.

- Excellent communication & presentation skills with a high degree of comfort at all levels of an Organization

- Advanced problem-solving skills and analytical capabilities, continuous learning, intellectual curiosity, and professional impact.


Our flexible, remote-first team is collaborative and supportive as we move quickly to research and develop new ideas, deliver new features to our customers, and iterate on ideas and innovations. We accomplish this by focusing on our five core values: Trust, Transparency, Quality, Customer Focus, and Delivery. Our team is determined to make a difference to positively impact our way of life by securing the technology that is changing the world.

AppOmni is proud to be Certified by Great Place to WorkⓇ, as we seek to build a culture where all employees feel appreciated and supported, especially with clear and honest leadership, employee recognition, and an environment that fosters innovation and collaboration.

We believe diversity fuels innovation and drives growth by bringing a wealth of different perspectives and skills. We’re committed to fostering an inclusive environment where every employee feels valued, heard, and empowered to reach their full potential. Join us in building a workplace where we can all thrive.


Compensation & Benefits

AppOmni is committed to supporting our employee’s financial, professional and personal well-being. To do this, we take a holistic view of compensation, one that values not just the immediate financial package, but also long-term growth of both our employees and our company. We're committed to pay equity and transparency and encourage all candidates to discuss their salary expectations with us early in the application process.

Our total rewards package includes the following:

  • Base Salary: The annual base salary compensation range in the U.S. for this role is: $160,000 - $228,000. Final offer amounts are determined by factors such as the final candidate’s skills, qualifications, and experience, as well as business considerations and peer compensation.
  • Incentive Pay: We offer performance-based variable compensation in the form of a commissions plan (60/40).
  • Stock Options: Our vision is to not just grow as a company but to grow together. By offering stock options, we are inviting you to be an integral part of our journey forward.
  • Benefits: The many benefits of employment with AppOmni include working remotely, new hire home office / computer equipment stipend, generous paid time off, paid company holidays, paid floating holidays, paid parental leave, paid sick time and paid family leave for applicable states, health insurance - medical, dental, and vision with HSA option, LifeWorks Employee Assistance Program, company-provided life insurance, AD&D, STD/LTD and additional supplemental life insurance options, 401(k) and Roth retirement saving accounts, and a monthly wellness benefit reimbursement. All benefits are subject to eligibility requirements and plan details.

AppOmni is an equal-opportunity employer. Applicants will not be discriminated against because of race, color, creed, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity or expression, age, religion, disability, pregnancy, marital status, veteran status, medical condition, genetic information, or any other characteristic protected by law. AppOmni is also committed to providing reasonable accommodations to qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at employeesuccess@appomni.com.