Company: Qmulos
Location: Remove but located within the DMV
Reports to: Chief Revenue Officer
Exempt Full-Time
About Qmulos:
Qmulos is a dynamic and growing cybersecurity software company that is transforming the way organizations approach compliance and risk management. Our cutting-edge solutions, built on the Splunk platform, empower enterprises and government agencies to achieve real-time visibility into their security posture, automate compliance processes, and make data-driven risk decisions. We are passionate about helping our customers navigate complex regulatory landscapes (such as FedRAMP, NIST, CMMC, SOX, HIPAA) and enhance their overall operational security. Our flagship products, Q-Compliance and Q-BA2, are trusted by leading organizations in both the public and private sectors.
Role Summary:
Qmulos is seeking a highly motivated and experienced Strategic Alliance Manager to develop, manage, and expand key strategic relationships with technology partners Splunk and Cisco, as well as crucial reseller partners Blackwood and Red River. The ideal candidate will have a strong understanding of the cybersecurity landscape, a proven track record of building and managing successful partnerships, and the ability to create and execute joint go-to-market strategies that drive mutual business value. Knowledge of ecosystem development and a deep understanding of enterprise technology and alliances are key for success in this role.
This role role reports directly to the CRO and requires a blend of strategic thinking, sales acumen, and relationship management skills, and a proven track record in building and scaling strategic alliances across Splunk and Cisco.
Key Responsibilities:
Alliance Strategy & Execution:Develop and execute a comprehensive alliance strategy for Splunk, Cisco, Blackwood, and Red River, aligned with Qmulos' overall business objectives.Identify and cultivate key stakeholders within each partner organization, from technical teams to executive leadership.Establish and track key performance indicators (KPIs) for each alliance, including revenue targets, pipeline generation, joint marketing activities, and partner engagement levels.Drive regular business reviews with partners to assess progress, identify opportunities, and address challenges.Splunk Alliance Management:Deepen the existing relationship with Splunk, leveraging Qmulos' status as a Splunk ISV partner.Collaborate with Splunk sales, marketing, and technical teams to drive joint solution selling and co-marketing initiatives.Ensure Qmulos solutions are well-positioned within the Splunk partner ecosystem and effectively communicated to Splunk’s field organizations and customers.Stay abreast of Splunk’s product roadmap, partner programs (e.g., Splunk Partnerverse), and go-to-market strategies to identify new areas for collaboration.Cisco Alliance Management:Develop and foster a strategic relationship with Cisco, identifying integration points and complementary value propositions between Qmulos and relevant Cisco security and networking solutions.Explore opportunities for joint solution development, co-marketing, and co-selling to Cisco's customer base.Navigate the Cisco partner program to maximize benefits and visibility for Qmulos.Educate Cisco teams on the value of Qmulos solutions in enhancing their customers' security and compliance posture.Reseller Partner Management (Blackwood & Red River):Build and maintain strong relationships with key contacts at Blackwood and Red River, understanding their Splunk customer base, sales methodologies, and market focus (particularly within the public sector and enterprise markets).Develop and execute joint business plans with Blackwood and Red River to drive sales of Qmulos solutions.Enable and support reseller partners through training, sales tools, marketing materials, and joint customer engagement.Collaborate with partners on lead generation, opportunity registration, and deal closure.Ensure partners are equipped to effectively articulate the Qmulos value proposition.Go-to-Market (GTM) & Sales Enablement:Work closely with Qmulos sales and marketing teams to develop and execute joint GTM plans with alliance partners.Create and deliver compelling sales enablement content and training for partner sales teams.Collaborate on joint marketing campaigns, events, webinars, and thought leadership initiatives to build awareness and generate leads.Facilitate communication and collaboration between Qmulos field sales and partner sales teams.Internal Collaboration:Serve as the internal advocate for alliance partners, ensuring their needs and opportunities are understood and prioritized.Collaborate with product management and engineering teams to identify and explore potential product integrations and joint solution opportunities.Provide regular updates on alliance activities and performance to Qmulos leadership.Qualifications & Skills:
Bachelor’s degree in related field.Minimum of 4-6 years of experience in strategic alliances, business development, channel sales, or a related role within the cybersecurity, enterprise software, or IT infrastructure industry.Proven experience managing relationships with large technology partners like Splunk and/or Cisco is highly desirable.Experience working with and managing reseller partners, particularly those focused on the public sector (e.g., Federal, SLED) and large enterprises.Strong understanding of the cybersecurity market, including compliance frameworks (NIST, FedRAMP, CMMC, etc.), security operations, and risk management.Demonstrable ability to develop and execute successful joint GTM strategies and drive revenue growth through partnerships.Excellent communication, presentation, and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.Strong negotiation and problem-solving skills.Self-starter with the ability to work independently and as part of a collaborative team.Ability to manage multiple projects and priorities in a fast-paced environment.Familiarity with CRM systems (e.g., Salesforce) and partner relationship management (PRM) tools.Willingness to travel as needed (e.g., 25-35%).Why Qmulos?
Opportunity to work with leading-edge technology in the rapidly growing cybersecurity and compliance market.Be part of a passionate and innovative team dedicated to customer success.Play a pivotal role in shaping the growth trajectory of the company through strategic alliances.Competitive salary, benefits, and a collaborative work environment.If you are a strategic thinker with a passion for building impactful partnerships and a deep understanding of the cybersecurity ecosystem, we encourage you to apply for this exciting opportunity to help Qmulos and our partners achieve mutual success.
Salary Range & Benefits
The annual base salary range for this full-time position in the United States is $120,000 - 130,000 and is a good faith estimate only. This role will have variable compensation from $40-55K. (OTE $160,000 - 185,000) 70/30 split
In addition to compensation, Qmulos provides a competitive benefits package; including health insurance coverage (medical, dental, and vision), short-term and long-term disability insurance, life insurance, 401(k) retirement benefits, company paid holidays and paid time off (PTO), phone allowances, and tuition reimbursement.
EOE
Qmulos is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, material status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.
