Strategic Alliance Director

Title: Strategic Alliance Director Location: Remote

Digital Hands is looking for a Strategic Alliance Director to win new enterprise customers side by side with our channel partners and referral agents. You’ll be the consultative and technical expert partner reps count on in the room, selling risk advisory, vCISO, staff augmentation, security outsourcing, and managed and professional security services to mid-to-large organizations.

This is a remote role based in the Eastern or Central United States. Relocation to Tampa, Florida is available. 

What You'd Actually Be Doing

Selling through partners, in the room. Most of your opportunities will come from channel partners and referral agents. When you spot a promising opportunity of your own, you're also welcome to pursue it directly. Our services are too complex for a partner rep to master and sell alone, which is exactly why we call this role “alliance seller.” Partner reps trust and depend on you to be right there in the room, doing the technical and consultative heavy lifting through the whole sale. You're not a name on their contact list; you're the reason they bring us into the deal.

Shaping the solution, not reciting it. You'll run consultative conversations with CISOs, CIOs and IT leaders to understand what's really keeping them up at night, then co-create the right package with the prospect and the partner, whether that's a vCISO engagement, SOC/NOC optimization, staff augmentation or full security outsourcing. You'll pull in our technical resources when needed, but you own the shape of the deal and the path to close.

Teaming up with the channel. Our channel partners and their sellers are your teammates. You’ll build real working relationships with partner reps, plan target accounts together and run joint pursuits from first conversation to close. You’ll make every partner rep who works a deal with you look good in front of their customer, so they want to bring you into the next one.

Hunting new logos. This is a new business role, focused on the channel, with room to run direct pursuits when the opportunity is right. Add-on and expansion work belongs to a separate growth team.

Showing up where buyers are. You'll represent Digital Hands alongside our partners at industry events, CISO roundtables and executive meetings, building the credibility that gets us invited into the next deal.

Keeping your pipeline honest. Pipeline and forecasts live in Salesforce, accurately, every week. In a services business, an accurate pipeline triggers operational headcount, so a sloppy forecast doesn't just skew a report; it under- or over-staffs the team that has to deliver the work.

What Makes This Hard, and Interesting

You're selling a capability that often disappears into someone else's brand, through people you don't manage. That means building trust fast with partner reps and end customers alike, and creating momentum in deals you didn't originate, because time kills all opportunity. If you've only ever sold direct, this will feel different. If you've sold through channels before, you already know what we mean.

It's also a good moment to join. Some of our newest services are industry firsts, so you get to bring partners and their customers real news instead of a me-too pitch.

How We Win

We're not a formal, buttoned-up shop, and we don't win by running the prettiest process. We win “ugly” as often as we win pretty. This is entrepreneurial, human selling, where you co-create the solution with the prospect and the partner rather than following a script. If you need a rigid, by-the-book process, this won't feel like home.

This Is a Services Sale, Not a Product Sale

We screen hard for this. Selling a box, an appliance or a license renewal is a fundamentally different motion from selling a managed security service where the customer trusts you with their SOC, their monitoring and their incident response for years. We need someone who has sold services, ideally at an MSSP, MSP, security systems integrator or security professional services firm. If your background is entirely product or point-solution sales, this isn't the right seat, even with strong cyber credentials.

What You Bring

• 7+ years selling cybersecurity or managed security services at the enterprise level, with a track record of carrying and beating your number
• Experience selling through someone else (channel, alliance, referral, private-label or white-label motions), plus the instincts to run a direct deal when one comes your way
• A consultative style that uncovers real business problems and turns them into tailored, multi-service solutions
• Trusted relationships with security decision-makers (CISOs, CIOs, IT leaders) and with channel partners and their sellers
• Fluency in services economics: recurring revenue, delivery handoffs, and how a long-term customer relationship is built and protected
• Comfort with Salesforce as the operating system of the business, not an afterthought
• An entrepreneurial, self-starting drive to open new markets and introduce new services, with the discipline to own your deals without constant direction
• Excitement about complex solutions, including industry-first work in AI and non-human identity security

How We'll Know It's Working

Within your first few months, the partner reps you work with should be pulling you into deals before they're asked, you'll have a reliable pipeline you'd stake your forecast on, and new logos will be closing through the channel.