Sr. Director, Business Development and Strategic Alliances (AI Ecosystem)

About the role

Netskope is seeking an accomplished and strategic leader to fill the role of Sr. Dir, Business Development and Strategic Alliances - AI Ecosystem. This pivotal position is responsible for defining, developing, evolving, executing, and maintaining the global strategic partnerships / alliances strategy and engagement with key value chain participants across the AI ecosystem (e.g., hardware, data, foundation model, MLOps, applications, AI agents, services) to support and enhance Netskope's reputation, market presence, and leadership position. This role requires a highly versatile and capable individual with a proven track record of success spanning creative strategy development to execution discipline and pragmatism, executive presence and credibility along with the ability to closely collaborate with cross-functional stakeholders including product and engineering teams, a strong business sense coupled with technology curiosity and fluency, negotiation strategy and tactics that result in achieving the right outcomes, and delivering results and impact aligned with strategic and business goals Responsibilities include: Business Development and Alliance Strategy and Execution Understand AI value chain and ecosystem players, anticipating scenarios for how the landscape may evolve, and formulate a winning business development and alliance strategy. Proactively identify, define, assess, champion, and drive strategic business development and alliance opportunities aligned with Netskope priorities and goals, including architecting creative, pioneering concepts that are innovative and could be transformational, and develop and refine ongoing opportunity prioritization. Provide the drive, passion, enthusiasm, and focus to advocate the right partnerships, and demonstrate GRIT (Guts, Resolve, Integrity, Tenacity) to get them done. Identify key stakeholders and engagement approaches based on an informed perspective of mutual interests and proposed value propositions, and develop, influence, nurture, and maintain key stakeholder relationships. Plan negotiation strategy including driving internal alignment on prioritized interests and other key considerations, and lead and manage negotiation process and execution of relevant agreements ensuring the right cross-functional collaboration, support, and approvals. Establish and manage alliance plans based on key value drivers and associated key milestones and success metrics, objectively reviewing performance and making strategic and/or pragmatic course corrections as needed in alignment and coordination with alliance partners. Cross-Functional Collaboration and Netskope Culture Alignment: Lead and contribute to highly collaborative, virtual teams comprising key cross-functional stakeholders, and provide visibility to others who should be informed, while maintaining the appropriate confidentiality and discretion. Operate in strong alignment with Netskope's culture and values, both internally and externally, where you will represent, and be an ambassador of, Netskope: Collaborative and transparent No politics or bureaucracy Determined - we make it happen, period Customers are #1, and we have their back Dream big and be innovative Always have fun Drive internal alignment and accountability across organizations and a diverse range of stakeholders to maximize the return on alliance investments, establishing the right structures and processes while avoiding bureaucracy and maintaining nimbleness and speed. Internal and External Enablement: Possess VP+ level relationships with AI ecosystem leaders and value chain participants and their supporters and enablers (e.g., investors; founders; advisors) Be the face of AI Alliances inside Netskope, providing internal advocacy, updates, and thought leadership related to these strategic alliances, and equipping them with the knowledge and resources necessary to effect

Additional Information

About Netskope Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security. Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Paris, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive. Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter @Netskope .

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