Partner Account Manager - Federal System Integrators

Sales & Business Development McLean, Virginia United States


Description

What’s your mission?

IronNet’s mission is simple:  To deliver the power of collective cybersecurity to defend companies, sectors, and nations.  For decades, companies have been defending against cyber attacks on their own while adversaries have been organizing themselves into sophisticated hacker networks … until now, with IronNet Collective Defense.  In 2014, General (Ret) Keith Alexander, former Commander U.S. Cyber Command, launched IronNet to strengthen cybersecurity defense against highly sophisticated adversaries, across all borders and sectors.   

In response to cyber adversaries who increasingly collaborate for collective offense, leading organizations in our critical infrastructure are using collective defense strategies and solutions to meet these powerful and ever-changing threats.  We believe that collective defense is our collective responsibility and we are leading the charge.

Your Role:

The Partner Account Manager position is responsible for building strategic go-to-market relationships with Federal System Integrators.  The position will play a role in all of the key aspects of the partner lifecycle from recruitment, on-boarding, development and joint selling.  The successful candidate will play a key role in driving the growth of IronNet through partnering.  

 Your Opportunity:

  • Actively target, recruit and onboard new partners into the IronNet ecosystem
  • Develop a joint value proposition for each partnership, create the plan and drive the execution required to deliver the value
  • Build and maintain executive relationships with assigned partners
  • Train and enable partner AEs, SEs, and security consultants on an ongoing basis
  • Drive and facilitate engagement of partner and IronNet sales teams in the field
  • Develop and drive joint marketing activities with select partners
  • Purposefully build and effectively manage strong pipeline of end user opportunities resulting from our partnerships
  • Be an ambassador and represent IronNet at relevant events, public speaking opportunities and other customer/partner forums as required
  • Capture and communicate market intelligence, what partners are doing well, and partner feedback 

What You'll Need:

  • Proven success working with FSI's to successfully sale cybersecurity solutions 
  • Excellent communication and highly developed social skills with strong ability to work in collaboration across the organization
  • Existing relationships and the ability to create new ones with key partners in the IronNet eco-system
  • Advanced go to market and planning skills in addition to advanced writing and presentation abilities
  • Experience developing and implementing joint plans
  • Track record of successful personal sales pipeline management and results
  • Strong business acumen and technical knowledge to succinctly align customer/partner needs with the IronNet value proposition
  • 5-10 years working for or with Systems Integrators, ideally in the market of Cybersecurity
  • Bachelor's degree or equivalent

What we expect from you . . .

Align with and Model IronNet’s Values:

  1. The Mission Continues.
  2. Thrive personally, grow professionally―be happy!
  3. Innovate, learn, lead.
  4. Be the best and prove it.
  5. Act with integrity―always do the right thing.
  6. Be the most trusted, respected, and loved cybersecurity company in the world.

People who are successful at IronNet consistently demonstrate these qualities:

  • Always Accountable -- You commit to be the best at your job and prove it every day, delivering results with integrity, transparency and quality.
  • Will to Win -- You demonstrate urgency and take thoughtful risks, understanding that failing fast is critical to success.
  • Flexible and Adaptable -- You anticipate and plan for potential changes based on competing internal and external demands and do not let shifting priorities frustrate or annoy them.  
  • Passion for Customers -- You integrate innovation and quality to fulfill customer needs -- the value to customers is the first priority, both internally and externally.
  • Highly Capable and Innovative -- You develop innovative solutions to complex problems, strive for continuous improvement and adapt quickly to changes.
  • Technical Fit -- You understand the technology specific to the team / role / duties of the position.  The more senior the position that you are applying for, the more that we expect you to bring fresh perspectives and new ideas.

Recognition & Awards

IronNet is recognized as a representative vendor in Gartner’s “Market Guide for Network Detection and Response (NDR)”, and Forrester recently named IronNet a representative vendor in its “Now Tech: Network Analytic and Visibility, Q2, 2020” research. 

2020 Awards:

  • CRN Emerging Vendors
  • Fortress Cyber Security
  • Hot 150 Cybersecurity Companies
  • Cyber Security Awards: Innovative Product of the Year - Threat Detection

2019 Awards: 

  • Fortress Cyber Security
  • EMA Vendor To Watch
  • CRN Security100
  • NVTC Tech 100

More About IronNet:

IronNet delivers unmatched collective cyber threat detection for enterprise on-premise, cloud, and hybrid networks.  We do this through the application of advanced behavioral analytics, AI, and machine learning techniques.  Our team combines the tradecraft knowledge of the best offensive and defensive cyber operators in the world with world-class mathematicians and data scientists to engineer solutions that empower companies to defend against advanced threats.

Our founder and Co-CEO, General (Ret) Keith Alexander, is a recognized cybersecurity innovator and a frequent speaker about current cyberthreats and effective defenses. We have a leadership team with deep government and commercial cyber experience, and the company is advised by a board of esteemed security and venture investment professionals, including Jan Tighe Retired Vice Admiral, Former Deputy Chief of Naval Operations for Information Warfare and Director, Naval Intelligence, US Navy; and Jack Keane Chairman, Institute for the Study of War, Retired Four-Star General, Former Vice Chief of Staff, US Army.

Benefits of Working at IronNet:

IronNet strives to provide and takes pride in being able to offer comprehensive, essential and affordable benefits for our employees and their families.  We offer an unlimited PTO plan, 401(k) match as well as Medical, Dental, Vision, and Disability Insurance.

At IronNet, we’re focused on building a world-class company and culture, and that starts with the people we hire. We take pride in being an equal opportunity employer, and consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

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