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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Channel / Business Development
Location: Cupertino, California, United States
Type: Permanent F/T
Closing Date: 2005-11-14
Manager, Technology Alliances
ArcSight is the industry leader in Security Information Management space.
ArcSight's solution collects security alerts from any network device or
application in the enterprise for processing and reporting. The opening is for
an individual contributor to manage for maximum productivity ArcSight's
relationships with technology vendors whose products are the source of the
security alerts.
Position Scope:
Position requires understanding and management of security industry ecosystem
and customer taste for "whole product" in the security space
Intellectual horsepower and resourcefulness to identify partners who complete
the whole-product picture around ArcSight platform and secure partnerships with
such suppliers
Ability to develop and execute standardized, cookie-cutter cross-funtional
processes involving business development, marketing, engineering, customer
support and sales to recruit partners in large number- Drive and persistence to
close on business development and sales activities to secure design wins.
Position Deliverables:
Update ArcSight's technology partner program and agreement to be consistent
with company's current goals and objectives for this program
Make the size and quality of ArcSight technology partner ecosystem a
competitive differentiator
Recruit technology partners to the program and coordinate engineering
activities on either side to ensure integration is available to customers and
prospects
Ensure maximum mindshare for ArcSight as SIM leader at partner's internal and
customer communities. Train their salesforce, exploit opportunities to market
to their customers, prospects
Make it easy for ArcSight sales force to use technology partnerships as a
competitive differentiator. Provide presentations and other sales tools.
Provide contact information database.
Track availability of integrations; track joint customers for each partner;
provide weekly reports
JOB REQUIREMENTS
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Required Experience:
At least 2 to 3 years in the security industry - understanding of the security
industry value chain, the players and roles
Sales, pre-sales or alliances experience
Desired Experience/Skills:
Position requires understanding and management of security industry ecosystem
and customer taste for "whole product" in the security space
Intellectual horsepower and resourcefulness to identify partners who complete
the whole-product picture around ArcSight platform and secure partnerships with
such suppliers
Ability to develop and execute standardized, cookie-cutter cross-funtional
processes involving business development, marketing, engineering, customer
support and sales to recruit partners in large number
Drive and persistence to close on business development and sales activities to
secure design wins.
Experience working in alliance organizations which have built successful
technology partner ecosystems
Understanding of business decision sales cycles and the sales process and a
partner's potential role in shortening or complicating sales cycles
Education:
College degree; MBA a plus
Location:
Cupertino, CA
CONTACT
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ArcSight, Inc. headquartered in Cupertino, California is a leading provider of
enterprise software solutions that enable large organizations to manage
security as a critical business process while protecting vital information
assets and functions.
www.arcsight.com
Please e-mail resumes to job700@arcsight.com
ArcSight
job700@arcsight.com
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SECURITYFOCUS JOBS
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