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Technology Partnership Development Executive



Shape Security



Mountain View, CA, US


The world's leading banks, airlines, retailers, hotel chains, and federal agencies rely on Shape as their primary line of defense against sophisticated cybercrime. The Shape technology platform, covered by 50+ patents, stops automated fraud and other attacks on web and mobile applications, including credential stuffing, account takeover, scraping, and unauthorized aggregation. Shape is one of the largest processors of login traffic in the world and protects more than 1.3 billion user accounts. Shape prevented more than $1 billion in fraud losses last year. Shape was recognized in Fortune Magazine as one of the leading companies in artificial intelligence in 2018 and listed in CNBC's top 50 most disruptive companies in the world.

Role and Responsibilities:

    • Reporting to the VP of Business Development and Channel Partnerships, the mission of the cloud partnerships Global Business Development Director is to build and leverage cloud provider technology integrations and routes to market globally, resulting in mutual pipeline and revenue growth.
    • Where appropriate, leverage Shapes and Cloud Provider mutual partners, which include (but are not limited to) global system integrators (e.g. Accenture, Deloitte) and Telco’s. For example, leverage the fact that Singtel, now a part-owner of Shape, wishes Shape to leverage both Singtel and Singtel’s ecosystem.
    • Identify, prioritize, recruit, and activate specific groups and exec relationships in each cloud provider. Manage CxO executive relationships and governance processes across Shape cloud partnerships. Develop measures for success for each partner and the overall program.
    • Use our partner activity to drive visibility in the industry so as to ensure that Shape is “top of mind” with both customers, and other potential business and strategic partners.   Develop and maintain systems that provide visibility and accurately forecast results of partnering activity. Shape is a metrics-oriented company, and partner development and management should be no different.
    • Assist Shape’s cloud partners in closing deals, often together with Shape’s direct sales force.
    • Build Shape’s partnering processes in a way that are both scalable and repeatable.
    • As Shape continues to expand globally, help Shape build its Cloud Business Development team. Hire amazing people and help them grow!
    • Work as intermediary between our cloud partners and our product organization to help drive roadmap for Shape’s products, and to execute on value-added technology integration opportunities. We seek an evangelist to drive both visibility and credibility with our cloud partner ecosystem. Someone who is out in the market interacting with partners and customers and demonstrating our commitment to their success. 

Professional Experience & Skills

    • Technical acumen in the area of cybersecurity. Shape’s Chief Revenue Officer is a double CS degree, and our VP of BD and Channel Partnerships is a BSEE. Bachelors degree or equivalent experience in engineering or computer science, or cybersecurity professional certification, is preferred.
    • Excellent external and internal communications skills a must, as well as ability to be effective in a fast paced, results driven environment. Our Cloud Business Development Director will be expected to be the “voice of the partner” inside Shape and facing Shape’s executive management team.
    • A systems-oriented, process-minded, and metrics-driven individual , who balances immediate business results with continuous optimization of Shape’s Partner Programs.
    • Must be both a strategist and a doer, with a track record both of formulating a high-level, multi-year strategy, while simultaneously executing tactical activities to achieve quarterly milestones. 
    • Experience driving business with partners globally, across multiple verticals, in both large enterprise and SMB.
    • Thorough understanding of the Partner’s business, including their Sales, Marketing, and Professional Services Delivery goals and capabilities.
    • Entrepreneurial spirit with a thirst to grow. Must know how to partner with large, well-structured companies, while simultaneously capitalizing on the agility advantages of a startup.
    • Demonstrated success in working with a heavily global, multi-cultural workforce, ideally with multiple centers of operations and/or geographically dispersed teams.
    • Low job turnover, yet significant experience in 2-3 corporate environments with demonstrated ability to drive revenue growth in both public and private company environments.
    •  High energy and passion for delivering results. Very high level of personal accountability.
    • Uncompromising standards for professional ethics.
    • Undergraduate degree required or equivalent professional experience. Master’s Degree in relevant field is a plus.

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