Alliance Manager

Cork Cyber

Remote | Full Time

Reports to: Head of Sales

About Cork Cyber

Cork Cyber is building the operating system that aligns operational security performance with financial continuity outcomes. Our platform delivers unified risk intelligence, automation, and financial protection for MSPs and their SMB clients. As we scale our distribution and technology alliances, we are making alliance-driven revenue a core pillar of growth.

Who we are:

Cork is a disruptive, early-stage startup operating at the convergence of three major technology waves: cybersecurity, insurtech/fintech, and artificial intelligence. Our small, seasoned team is backed by entrepreneurs and industry experts including:

• Jon McNeill, a 5-time exited fintech entrepreneur & former #2 at Tesla and Lyft
• Austin McChord, who bootstrapped his cybersecurity company to a $6.2 billion exit in 2022
• Dan Candee, ex-AWS and Dell and a serial entrepreneur with a proven track record of building hyper-growth international organizations

Position Overview

The Alliance Manager is a quota carrying role responsible for both generating revenue through strategic partnerships and building and maintaining the relationships that fuel long-term ecosystem growth. You will work with our most important business partners to help drive scale, empower others, and constantly educate. 

This role sits within the Sales organization and owns the full lifecycle of alliance driven revenue. The Alliance Manager converts partner and distributor sourced opportunities into closed business while simultaneously developing and activating the relationships that expand pipeline over time. Success in this role requires equal strength in closing, channel activation, and strategic partner management, and you must have experience with Pax8, a central art of our 2026 GTM plan. 

Role Responsibilities

The Alliance Manager is accountable for closing revenue generated through distribution partners and strategic technology alliances. This includes leading discovery conversations, conducting product demonstrations, managing negotiations, and executing the full sales cycle through close. The role carries a defined quota and is measured on partner sourced and partner influenced revenue performance.

In parallel, the Alliance Manager builds and maintains strong relationships across distributor sales teams and strategic alliance partners. This includes developing joint revenue plans, identifying whitespace opportunities within partner account bases, and aligning teams on co-selling motions. The goal is not only to close individual deals, but to create repeatable, scalable partner driven revenue.

The role requires active enablement of partner sales teams. The Alliance Manager educates distributor and alliance reps on Cork’s positioning, supports joint campaigns and field engagement efforts, and ensures Cork is embedded in partner sales motions rather than passively listed.

Business Reviews are conducted with a revenue lens, focusing on pipeline generation, deal progression, and performance metrics. The Alliance Manager ensures alignment between Cork’s internal sales strategy and partner growth objectives.

Cross-functional collaboration is critical. This role works closely with Sales leadership on forecasting and account strategy, partners with Marketing to support alliance-driven campaigns and MDF initiatives, and aligns with Product and executive leadership to strengthen partner positioning.

Accurate CRM management, pipeline forecasting, and performance tracking are core expectations. This role operates with sales discipline and executive-level accountability.

Required Qualifications

• 2+ years of experience in SaaS sales, channel sales, alliance management, or partner-driven revenue roles
• Experience with Pax8, Sherweb or similar distributors
• 2+ years of direct distribution experience within MSP or cybersecurity ecosystems
• Travel up to 20% of the time
• Proven track record of closing revenue from partner-sourced opportunities
• Strong understanding of MSP business models and buying cycles
• Experience running full sales cycles including demos and negotiations
• Strong forecasting discipline and CRM hygiene

Preferred Qualifications

• Experience working with major MSP-focused distributors
• Familiarity with cybersecurity, risk management, or SaaS platforms
• Experience driving co-sell motions with technology vendors.

Cork Leadership Values (the short versions):

Learn more here: https://corkinc.com/about-cork

• Partner Obsessed:

  Focuses on the customer and partner first, working fiercely to earn and maintain stakeholder trust.

• Deliver Results:

  Commits to clear, transparent communication and is accountable for achieving meaningful outcomes, celebrating victories, and owning mistakes.

• Empowered Ownership:

  Takes initiative and end-to-end responsibility while fostering a trusted environment that enables learning, creativity, and leadership.

• Scale Through Collaboration:

  Operates as a cohesive team to build scalable mechanisms for the future, empowering the community to succeed.

• Listen Hard & Be the Subject Matter Expert:

  Acts as the source of truth by actively listening to stakeholder needs to deliver high-quality results and build the right tools for the evolving cybersecurity landscape.

• Be Human First:

  Prioritizes respect, transparency, and collaboration, fostering a diverse, inclusive, and compassionate culture where authenticity is valued.

• Stewards of Security:

  Leads with security at the foundation of all operations, integrating it into every decision to protect data, systems, and stakeholder integrity.

Why Join Us?

At Cork Cyber, you will have the autonomy to build something that truly makes a difference. You will be part of a passionate team that is dedicated to innovation and customer success. This role has a

flexible remote work schedule and is a W-2 employee. Cork Cyber offers a premium health benefits package (100% paid for employees, 80% for dependants), Flexible Time Off, Paid Parental Leave, a monthly home office stipend, and a team that values you as a person, not just an employee.

If you are ready to take on a challenge and drive a measurable impact, we want to hear from you. Learn about our leadership values here: https://corkinc.com/about-cork