Director, Technical Alliances (Splunk)

Director, Technology Alliances (Splunk)

Location: Bay Area preferred but must be West Coast based

 

Deepwatch is seeking a high-energy, experienced Sr. Technology Alliances Manager. This individual will play a key role in driving our continued growth nationally through the strategic alignment with our key partnership with Splunk.  You will be primarily responsible for developing and nurturing Deepwatch’s partnership with Splunk to increase the sale of Deepwatch Managed Security Services, and additionally supporting Deepwatch’s overall channel ecosystem and partner programs. 

In this role you will identify opportunities to strengthen our alliance partnerships and collaborate with the Splunk product, technical, marketing and sales teams to enhance and optimize our joint GTM solutions, develop collateral and enable GTM teaming for demand-gen and sales. This role will drive success that will be measured in go-to-market activities with a focus on new pipeline, revenue, market share gains, and overall competitiveness. The ideal candidate has a combination of attributes including sales farmer mentality and business development, coupled with the strategic business acumen of an MBA graduate. The individual should be an execution-focused team player that displays maturity, commands trust and inspires confidence; with excellent people and technical skills and the ability to thrive in a dynamic, fast-paced environment.

 

In this role, you’ll drive:

• Strategic Growth and Business Impact: Shape and execute a long-term alliance strategy with top technology partners to significantly expand customer engagements, drive market differentiation, and enhance business alignment for scalable growth.
• Executive Relationship Management: Cultivate, deepen, and leverage executive relationships with strategic alliance partners to elevate Deepwatch’s market position and mindshare as a trusted go-to MSS partner, influencing decision-making at the highest levels.
• Cross-Functional Leadership and Alignment: Lead cross-functional initiatives and foster collaboration across sales, marketing, technical, and product teams, ensuring effective go-to-market (GTM) alignment to maximize joint customer and revenue opportunities.
• Innovation and Thought Leadership: Engage deeply with emerging trends, technology shifts, and partner ecosystem changes to anticipate market dynamics, ensuring that Deepwatch’s partnerships remain aligned with both company goals and the evolving needs of the cybersecurity landscape.
• Outcome-Oriented Strategy Execution: Own and optimize the performance of joint business plans with alliance partners, translating high-level strategy into actionable steps and measurable outcomes that support quarterly and annual objectives.
• Business and Technical Evangelism: Represent Deepwatch in executive briefings, C-level presentations, industry events, and security conferences as a thought leader and technical expert, showcasing the value of Deepwatch’s solutions within the broader cybersecurity ecosystem.
• Performance Analysis and Reporting: Provide comprehensive reporting on alliance performance, market insights, and competitive positioning, and proactively recommend adjustments to strategies and tactics as market conditions or business objectives shift.
• Influence Over Product and Corporate Strategy: Act as a strategic advisor to Deepwatch’s executive leadership, offering input into the company’s overall strategy, product roadmap, and market positioning to align with alliance capabilities and market demand.

 

To be successful in this role, you’ll need to:

• Have a Bachelor’s degree (Computer Science or related discipline preferred) and MBA (highly desired); if no MBA, equivalent working experience.
• Have 10+ years of proven experience in senior roles within strategic business development, technology alliances, or product management/marketing, including leadership over cross-functional initiatives and substantial customer engagement growth.
• Show extensive knowledge of Splunk and other cybersecurity platforms, frameworks, and architectures, with a strong grasp of industry standards such as MITRE ATT&CK and NIST.
• Work independently, establish priorities and demonstrate good judgment.
• Exhibit a track record of successfully managing and influencing high-stakes relationships with senior executives and key decision-makers across partner and customer organizations.
• Use data-driven insights and strategic thinking to drive joint business plans, quickly adapting to market changes while maintaining a focus on long-term value creation.
• Proactively seek feedback and input.
• Are smart, analytical (with attention to details), creative, driven and with get-it-done attitude.
• Exhibit excellent communication, presentation and negotiation skills with the ability to interact with partners, executives, and customers on a daily basis.
• Be collaborative, an exceptional listener, and skilled at influencing stakeholders internally and externally to align and execute on joint initiatives.
• Possess channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach.
• Have a good grasp of the MSS competitive landscape.
• Are willing and able to travel extensively (often with short notice).

 

ITAR Compliance

This position will have access to customer data and as such is subject to International Traffic in Arms Regulations (ITAR). Upon application, candidates will be asked to confirm that they are a U.S. Person as defined by the following:

 

• A citizen of the U.S.;
• A lawful permanent resident of the United States; 
• A person admitted to the United States as a refugee; or
• A person that has been granted asylum by the United States government.”

 

The intent of this requirement is not to verify employment eligibility overall, but to ensure compliance with import/export regulations. If you do not meet these requirements, we encourage you to apply for other open roles at Deepwatch. This information will be verified upon offer of employment.

The anticipated salary range for this role is $300,000 to $350,000 OTE + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.