VP, Business Development & Strategic Alliances

VP, Business Development & Strategic Alliances

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VP, Business Development & Strategic Alliances

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Vectra AI

Vectra is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises. The Vectra AI Platform delivers integrated signal across public cloud, SaaS, identity, and data center networks in a single platform. Powered by patented Attack Signal Intelligence, it empowers security teams to rapidly prioritize, investigate and respond to the most advanced cyber-attacks. With 35 patents in AI-driven threat detection and the most vendor references in MITRE D3FEND, organizations worldwide rely on the Vectra AI to move at the speed and scale of hybrid attackers.

Position Overview

The Vice President of Business Development will lead Vectra AI's strategic alliance and technology ecosystem partnerships, driving growth through deep integrations and joint go-to-market initiatives with leading cybersecurity, network security and cloud providers. This executive will own strategic relationships with key partners including Zscaler, Netskope, CrowdStrike, SentinelOne, Palo Alto Networks, and AWS Security, among others — developing shared value propositions that expand Vectra's market presence, enhance product interoperability, and create differentiated joint solutions for enterprise customers.

Key Responsibilities

Strategic Alliance Leadership

Build and lead Vectra's global strategic alliance program with cybersecurity, network security and cloud ecosystem partners.

Develop and execute comprehensive partnership strategies and joint business plans with key ecosystem partners to drive joint revenue and customer value.

Establish Vectra as a top-tier partner through strategic alignment, technical integration, and executive engagement.

Joint Go-To-Market Execution

Define and drive joint GTM plans with alliance partners, including co-selling motions, joint marketing campaigns, and field enablement.

Collaborate with sales, product, and marketing teams to operationalize partnership initiatives and ensure measurable business outcomes.

Develop and track KPIs for partner-sourced and partner-influenced revenue.

Product and Technology Alignment

Work closely with product management and engineering to prioritize and advance technical integrations that strengthen joint customer value.

Ensure seamless alignment of Vectra's AI-driven detection and response capabilities with partner ecosystems in cloud, endpoint, and network security.

Evangelize interoperability across zero trust, XDR, and hybrid cloud frameworks.

Executive Relationship Management

Maintain trusted relationships with senior executives at alliance partners, ensuring strategic alignment and mutual success.

Represent Vectra at partner advisory boards, joint customer events, and industry forums.

Serve as the executive sponsor for key strategic initiatives within the partner ecosystem.

Internal Collaboration and Leadership

Lead a small, high-impact business development team focused on alliance management and GTM enablement.

Collaborate cross-functionally with sales, channel, product, and marketing leadership to align on partner strategy and execution.

Report regularly to executive leadership on partnership performance, pipeline impact, and strategic opportunities.

Qualifications

15+ years of experience in business development, strategic alliances, partner sales or ecosystem leadership roles within cybersecurity, SaaS, or cloud infrastructure companies.

Proven success developing and scaling partnerships with companies like Zscaler, Netscope, CrowdStrike, SentinelOne, AWS, Microsoft, Google Cloud, Palo Alto Networks, or similar organizations.

Deep understanding of modern security architectures (Zero Trust, XDR, Cloud Security, Network Security, and AI-driven threat detection).

Track record of building joint GTM programs that deliver measurable revenue growth, with a strong Sales orientation.

Strong executive presence, communication skills, and ability to influence at the C-level both internally and externally.

Bachelor's degree required; MBA or equivalent preferred.

Compensation

Compensation includes a competitive base pay ranging from $250,000 to $296,680 USD, incentive plan eligibility, and participation in the employee equity plan (stock options). Specific benefits offered vary by location, but commonly include health care insurance, income protection / life insurance, access to retirement savings plans, behavioral & emotional wellness services, generous time away from work, and a comprehensive employee recognition program.

Benefits

Vectra provides a comprehensive total rewards package that supports the financial, physical, mental and overall health of our employees and their families.

Equality and Diversity

Vectra is committed to creating a diverse environment and is proud to be an equal opportunity employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.

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