Director of Business Development

| Seattle
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We’re growing fast and we’re looking for people who love to build things: products, companies, markets, and their careers! Think you have what it takes to work on one of the best teams in the industry? Read on.

As the Director, Business Development, Security you will be responsible for driving ExtraHop’s BD initiatives within Security & Cloud verticals. 

  • Build, Own, and Drive the technology partnering strategy and goals in the security market space and in alignment with Company objectives.
  • Define a strategic security focused technology partner plan - what are the few, high impact relationships and how we will leverage these relationships for strategic value. Where appropriate, will work across business groups to maximize impact of the partner and plan.
  • Identify, structure and negotiate alliance partnership agreements in the Security market  including but not limited to ISV, IHV, OEM, or Cloud joint go-to-market agreements.
  • Identify, win and close partnership contracts with focus on:
    • Screening of potential business deals by analyzing the potential partner profile, reputation, innovation, market strategies, deal requirements, and financials as well as alternative options.
  • Drive the development and execution of joint positioning and go-to-market plans from concept to launch to lifecycle management.
  • Drive measurable revenue through both joint go-to-market activities, resale, and OEM sales.
  • Expand joint selling opportunities through security alliance field sales and their channel partners
  • Maintain a highly interactive relationship with partners to achieve on-going initiatives
  • Keep Business Group up to date on security partner related news and technology
  • Define a yearly plan and drive the execution, to include regular QBRs with partners.
  • Start-Up mentality with willingness to drive the field execution in the detail.

Requirements:

  • Minimum five years of business development experience in the security market with clear positive revenue growth attributed to alliance development.
  • Three years identifying and growing strategic relationships with security technology companies (Threat Intelligence, SIEM, endpoint, etc).
  • Deep understanding of the security market and how a CISO operates. In addition, knowledge of IT architectures, data center operations and cloud services across a variety of technology segments, e.g. IT Operations Management, BI, Orchestration, Application Delivery Networking, Security etc.
  • Ability to understand joint market opportunities, to identify the alliance partner offering gaps that ExtraHop fills in the Security market, and to articulate the overall value for the partner and customers
  • Proven ability to work cross functionally to define strategy and drive execution of new alliance initiatives
  • Verifiable track record of building and managing revenue generating relationships with leading technology companies
  • Experience defining, implementing and executing comprehensive go-to-market activities
  • Ability to effectively lead cross-functional teams
  • Self-motivated, results oriented, and highly organized person with strong leadership skills
  • Superior communication, both written and verbal, for both executive-level audiences and technical end-users
  • Consultative sales approach (problem solver, challenger, and hunter quota carrier) with superb attention to detail and follow-through
  • Ability to travel domestically and internationally
  • BA/BS required

ABOUT EXTRAHOP

ExtraHop is an enterprise cyber analytics and performance monitoring company helping the world’s leading organizations understand and secure their entire environment from the core to edge to the cloud. Our breakthrough approach to analytics and machine learning helps our customers investigate threats, ensure the delivery of critical applications, and secure their investment in the cloud, resulting in 95% faster threat detection and reducing unplanned downtime by 86% while providing the best possible customer experience.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We’ve been named to Wealthfront’s Career-Launching Companies list for the last four years, and JMP Securities put ExtraHop on its 2019 Elite 80 List as one of the most strategically positioned private companies in the cybersecurity industry. Credit Suisse recognized ExtraHop as a member of its inaugural Disruptive Technology Recognition Program, and SC Media named ExtraHop a 2019 Industry Innovator for enterprise network traffic analysis.

With well over $150 million in bookings in 2019 and 40% year-over-year growth for the last two consecutive years, the opportunity with ExtraHop has never been greater. Are you ready to rise above the noise?

ExtraHop is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law
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Location

ExtraHop is located in the heart of downtown Seattle, with easy access to transportation, restaurants, retail, entertainment and stunning views.

An Insider's view of ExtraHop

How does your team reward individual success?

To us, success means not only accomplishments but also learning. We widely proclaim mistakes we've made and how to avoid them, & celebrate the large ones with a trophy we’ve all proudly displayed on our desk at one time or another. Innovation and creativity - two things we hold in high regard at ExtraHop - are stifled in environments based on fear.

Bri Hatch

IT

What projects are you most excited about?

We have such an amazing opportunity right now in the security market. Everyday I am challenged and excited about the solutions we are able to offer our customers to detect breaches having the best visibility to their network, or cloud environment to know what is going on.

Shwetha

R&D

How has your career grown since starting at the company?

I started here 7 years ago, as a department of 1. Now I lead 2 functions and have grown the team exponentially, including global expansions. This was possible because we have leaders that believe in us and are willing to coach and mentor us. I have learned from the best and try to offer that to my team every day.

Beth

Accounting

What are ExtraHop Perks + Benefits

Culture
Volunteer in local community
Get paid to volunteer! ExtraHop introduced 24 hours of paid VTO or Volunteering Time Off this year. So far the greatest recipient of volunteer hours is a non-profit focused on food insecurity.
Partners with Nonprofits
ExtraHop has partnered with IGNITE and The Mona Bailey Institute for years.
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Highly diverse management team
Unconscious bias training
Education, a pillar of our DEI Framework, includes a 2-part series on unconscious bias and inclusivity. As part of the program, we crowdsourced formal inclusive meeting norms from ExtraHoppers.
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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