Sr. Business Development and Strategic Alliances Director (AI Ecosystem)

About Netskope

Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security.

Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive. Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter@Netskope.

About the position:

Netskope is seeking an accomplished and strategic leader to fill the role of Sr. Development and Strategic Alliances Director (AI Ecosystem). This pivotal position is responsible for overseeing, developing, and executing the global strategy for our key technology partnerships in the larger AI marketplace, with a strong focus on leading organizations in the larger AI ecosystem from hardware to software to application layers. This role will drive the overall vision, strategy, and execution plan to create substantial value from these partnerships, directly impacting Netskope's market penetration, revenue growth, and product adoption. This position must work to establish Netskope as an AI cybersecurity leader and as the pre-eminent thought leader in AI driven cybersecurity applications.

Responsibilities:

Partnership Strategy and Execution

• Develop and implement the overall strategy and execution plan for AI technology alliances, including defining the go-to-market (GTM) actions and technical integrations for critical AI partners.

• Establish and manage joint business plans, key performance indicators (KPIs), and mutually beneficial targets with alliance partners to ensure alignment and drive desired outcomes.

• Lead the identification, prioritization, and negotiation of strategic technical integrations focused on embedding Netskope's tools and platform with partners, including chipmakers such as Nvidia, Qualcomm, TSMC, AMD, and Intel, and leading AI models like OpenAI, Meta, Anthropic, Microsoft, and Google.

• Leverage existing relationships and Marketplace programs to increase Netskope's sales productivity and generate incremental pipeline opportunities within the AI ecosystem.

Team Leadership and Cross-Functional Collaboration

• Lead a highly collaborative, virtual Emerging Tech & AI Alliances team that includes Product Marketing, Partner Marketing, Solution Architects, and Cloud Sales Operations.

• Foster a high-performance culture, providing mentorship, guidance, and strategic direction to the alliance team members.

• Serve as a highly cross-functional leader, working closely with various internal teams including Product Management, Engineering, Marketing, Sales, Customer Success, Legal, Finance, and Operations, to ensure seamless execution of AI partnership initiatives.

• Drive internal alignment and accountability across organizations to maximize the return on alliance investments.

Internal and External Enablement

• Be the face of AI Alliances inside Netskope, providing internal advocacy, updates, and thought leadership related to these strategic partnerships.

• Act as a primary enablement engine for Netskope's Sales leaders and field sellers, equipping them with the knowledge and resources necessary to effectively position and sell Netskope's value in the context of partner AI solutions.

• Educate partners on the Netskope value proposition and communicate the value of our partnerships internally to the field and channel, and externally to customers.

Requirements:

• Minimum of 15 years of experience in business development, strategic alliances, or partnership management in the enterprise software or cybersecurity industry.

• Proven experience leading and managing a global, cross-functional, and virtual team.

• Deep understanding of the AI ecosystem, including chip architectures, machine learning models, and the AI cybersecurity landscape.

• Demonstrated ability to develop and implement complex, multi-faceted alliance strategies that result in measurable business impact.

• Exceptional communication, presentation, and negotiation skills with the ability to influence senior executives both internally and externally.

Education:

• Bachelor's degree required; MBA or advanced degree preferred.

#LI-MD1

Compensation:

At Netskope, salary is one component of our competitive total rewards package. The salary range for this position is as listed below. This is a national range. For purposes of complying with applicable laws, the range applies to candidates in California, Colorado, Illinois, Maryland, New York, Washington, and other states.

The successful candidate’s starting pay will also be determined based on job-related skills, experience, qualifications, location, and market conditions.

For all sales roles, the posted salary range is the On Target Earnings (OTE) range for the role, which is the sum of base salary and target commission amount at 100% goal achievement.

In addition to salary, candidates may be eligible for other forms of compensation such as participation in a bonus plan (for non-sales roles) and a stock award program. Candidates may also be eligible for a comprehensive health plan and other benefits that can be reviewed at Netskope Benefits site.

Salary Range
$300,000—$400,000 USD

Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statues, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.

Netskope respects your privacy and is committed to protecting the personal information you share with us, please refer to Netskope's Privacy Policy for more details.

The application window for this position is expected to close within 50 days. You may apply by filling out the below information, or visiting our Netskope Careers site.