Director, Technology Alliances (Splunk)

Come join Deepwatch’s team of world-class cybersecurity professionals and the brightest minds in the industry. If you're ready to challenge yourself with work that matters, then this is the place for you. We're redefining cybersecurity as one of the fastest growing companies in the U.S. – and we have a blast doing it!

Who We Are

Our core values drive everything we do at Deepwatch, including our approach to tackling tough cyber challenges. We seek out tenacious individuals who are passionate about solving complex problems and protecting our customers. At Deepwatch, every decision, process, and hire is made with a focus on improving our cybersecurity solutions and delivering an exceptional experience for our customers. By embracing our values, we create a culture of excellence that is dedicated to empowering our team members to explore their potential, expand their skill sets, and achieve their career aspirations, which is supported by our unique annual professional development benefit.

Deepwatch recognition includes:

• 2023, 2022 and 2021 Great Place to Work® Certified
• 2023 and 2022 Forbes America’s Best Startup Employers
• 2023 and 2022 Fortress Cybersecurity Award
• 2023 $180M Series C investment from Springcoast Capital Partners, Splunk Ventures, and Vista Credit Partners of Vista Equity Partners
• 2022 Cigna Healthy Workforce Silver Designation
• 2022 Cybersecurity Excellence Award for MDR

Location: Bay Area preferred but must be West Coast based.

• Strategic Growth and Business Impact: Shape and execute a long-term alliance strategy with top technology partners to significantly expand customer engagements, drive market differentiation, and enhance business alignment for scalable growth.
• Executive Relationship Management: Cultivate, deepen, and leverage executive relationships with strategic alliance partners to elevate Deepwatch’s market position and mindshare as a trusted go-to MSS partner, influencing decision-making at the highest levels.
• Cross-Functional Leadership and Alignment: Lead cross-functional initiatives and foster collaboration across sales, marketing, technical, and product teams, ensuring effective go-to-market (GTM) alignment to maximize joint customer and revenue opportunities.
• Innovation and Thought Leadership: Engage deeply with emerging trends, technology shifts, and partner ecosystem changes to anticipate market dynamics, ensuring that Deepwatch’s partnerships remain aligned with both company goals and the evolving needs of the cybersecurity landscape.
• Outcome-Oriented Strategy Execution: Own and optimize the performance of joint business plans with alliance partners, translating high-level strategy into actionable steps and measurable outcomes that support quarterly and annual objectives.
• Business and Technical Evangelism: Represent Deepwatch in executive briefings, C-level presentations, industry events, and security conferences as a thought leader and technical expert, showcasing the value of Deepwatch’s solutions within the broader cybersecurity ecosystem.
• Performance Analysis and Reporting: Provide comprehensive reporting on alliance performance, market insights, and competitive positioning, and proactively recommend adjustments to strategies and tactics as market conditions or business objectives shift.
• Influence Over Product and Corporate Strategy: Act as a strategic advisor to Deepwatch’s executive leadership, offering input into the company’s overall strategy, product roadmap, and market positioning to align with alliance capabilities and market demand.

Required Qualifications:

• Have a Bachelor’s degree (Computer Science or related discipline preferred) and MBA (highly desired); if no MBA, equivalent working experience.
• Have 10+ years of proven experience in senior roles within strategic business development, technology alliances, or product management/marketing, including leadership over cross-functional initiatives and substantial customer engagement growth.
• Show extensive knowledge of Splunk and other cybersecurity platforms, frameworks, and architectures, with a strong grasp of industry standards such as MITRE ATT&CK and NIST.
• Exhibit a track record of successfully managing and influencing high-stakes relationships with senior executives and key decision-makers across partner and customer organizations.
• Exhibit excellent communication, presentation and negotiation skills with the ability to interact with partners, executives, and customers on a daily basis.
• Have a good grasp of the MSS competitive landscape.
• Are willing and able to travel extensively (often with short notice).

Preferred Qualifications:

• Use data-driven insights and strategic thinking to drive joint business plans, quickly adapting to market changes while maintaining a focus on long-term value creation.
• Show ability to work independently, establish priorities, and demonstrate good judgment.
• Proactively seek feedback and input.
• Are analytical with attention to details, creative, driven and with a get-it-done attitude.
• Be collaborative, an exceptional listener, and skilled at influencing stakeholders internally and externally to align and execute on joint initiatives.
• Possess channel and/or direct sales experience with focus on consultative, services-led sales and/or customer outcome-driven approach.

This position will have access to customer data and as such is subject to International Traffic in Arms Regulations (ITAR). Upon application, candidates will be asked to confirm that they are a U.S. Person as defined by the following:

• A citizen of the U.S.;
• A lawful permanent resident of the United States;
• A person admitted to the United States as a refugee; or
• A person that has been granted asylum by the United States government.

The intent of this requirement is not to verify employment eligibility overall, but to ensure compliance with import/export regulations. If you do not meet these requirements, we encourage you to apply for other open roles at Deepwatch. This information will be verified upon offer of employment.

The anticipated salary range for this role is $200,000 to $240,000 OTE + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.

What We Offer:

Deepwatch is excited to provide benefits designed to support team members and their families. Including:

• Medical, dental, vision, and disability insurance
• Flexible Time Off (FTO), 9 company holidays, sick leave and 8-Weeks Paid Parental Leave
• Unique professional development benefits, starting at $3,000 annually
• Wellness contests and monthly educational programs
• 401(K) retirement program with employer match
• Learn more here

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you. Please review our DEI Statement here.

Deepwatch welcomes and encourages applications from people with disabilities and accommodations are available on request for candidates taking part in all aspects of the selection process. Please inform your recruiter or contact recruiting@deepwatch.com for further information.

All Deepwatch employees are expected to:

• Be interested in and able to work remotely from a home office when not at a corporate office
• Pass a pre-employment background and drug screen in accordance with applicable laws

Deepwatch is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, marital status, sexual orientation, gender identity, genetic information, protected veteran status, or any other characteristic protected by law. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

By submitting your application, you agree that Deepwatch may collect your personal data for recruiting, global organization planning, and related purposes. The Deepwatch Privacy Policy explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over Deepwatch’s use of your personal information.

Who is Tenable?

Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. Come be part of our journey!

What makes Tenable such a great place to work?

Ask a member of our team and they'll answer, "Our people!" We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you're part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!

Your Role:

Tenable is not only building great products and carving out a completely new category, but we are also building a world-class engineering culture, and committed to hiring the very best.

We are looking for a highly motivated Staff Software Engineer to join our award winning on-premise enterprise vulnerability management product Tenable.sc. Tenable.sc enables organizations to address the ever-evolving challenge of understanding and mitigating cybersecurity risk, while keeping data under their control.

Built on leading Nessus technology, Tenable.sc provides organizations with clear, actionable insights into their data with highly customizable dashboards, reports and workflows. Tenable.sc is also the keystone for Tenable Enclave Security – Tenable's private cloud vulnerability management platform, which runs in our customers' Kubernetes environments.

• Lead and Influence: Lead the innovation, technical direction, and collaborate on the roadmap for the industry leading product to help take it to the next level
• To raise the bar: We at Tenable are always looking to improve ourselves, our tech stack, and our product features. You will be able to promote clear and simple software designs while actively driving and coaching the team toward better practices and solutions
• Collaborate: Work with engineers and leaders across engineering to develop best practices and knowledge sharing
• Innovate: Introduce new ideas and new ways of approaching and delivering value to our customers. Have an appetite to challenge the status quo and the drive to affect technical, architectural and product-focused improvements that you identify
• Grow Professionally: We provide an annual training budget to attend conferences, workshops, or further your education

Required Qualifications:

• Must be a US Citizen
• B.S. or M.S. degree in Computer Science or a related field
• 8+ years of enterprise application development experience
• 7+ years of experience with modern programming languages such as Golang, Java, Kotlin, etc.
• Experience with a Relational Database Management System (such as PostgreSQL, MySQL, etc.): schema design, query optimization, performance tuning
• Proficiency in designing, deploying, and managing applications in cloud environments using Kubernetes and Docker
• Strong understanding of distributed cloud architecture patterns
• Strong understanding of design patterns and data structures
• Proven ability to work independently and effectively in a distributed Agile team, an enthusiasm for working collaboratively, and to lead/drive projects across the engineering organization
• Accountability for the behavior of your software in production
• Experience coaching and leading mid-level and junior staff in the design, implementation, and execution of highly technical development projects
• Application development experience on Unix/Linux
• Experience designing and developing Restful APIs
• Exposure to the full software development life cycle (SDLC): requirements analysis, design, estimation, development, QC and unit testing.

Preferred Qualifications:

• Experience migrating on-premise enterprise applications to a cloud-centric model
• Experience with PHP and C is a plus
• Experience with Linux operating systems, particularly Red Hat variants
• Experience with network security systems is a plus

This is the base pay range for this position. Compensation for the role will depend on a number of factors, including the candidate's qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles), depending on company and individual performance. Tenable also offers a variety of comprehensive and competitive benefits which include: medical, dental, vision, disability and life insurance; 401(k) retirement savings with company match; an employee stock purchase plan; an employee referral program; flexible spending accounts; an Employee Assistance Program (EAP); education assistance; parental leave; paid time off (PTO); company-paid holidays; health and wellness events; and community programs.

#LI-LP1

#LI-Hybrid

We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact Recruiting@Tenable.com for further assistance.

Tenable Data Consent Statement

Tenable is committed to protecting the privacy and security of your personal data. This Notice describes how we collect and use your personal data during and after your working relationship with us, in accordance with the General Data Protection Regulation (“GDPR”). Please click here to review.

For California Residents: The California Consumer Privacy Act (CCPA) requires that Tenable advise you of certain rights related to the collection of your private information. Please click here to review.

Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

Job Description

What’s the role?

As a Dynatrace Digital Experience Monitoring – Senior Solutions Engineering Director, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and observability, with a specialization in Digital Experience Monitoring and Business Analytics. You will be leading a highly skilled solutions engineering team focusing on our Enterprise Customers to grow our Digital Experience Monitoring and Business Analytics footprint within these accounts. In this role you will act as a first line manager, managing a team of Solution Engineers globally as well as work directly with our sales team to understand the needs of our customers, strategize on how to navigate sales cycles, lead a team of sales engineers who provide value-based evaluation scenarios including demonstrations, labs, POCs, and pilots to close business, and align cross-functionally with internal and external stakeholders.

Reporting to the VP, Sales Engineering, you will play a hands-on role in building a team of specialist sales engineers and owning the revenue growth responsibilities for the group.

About you:

To ensure your success as a Solutions Engineering Director at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE & leadership experience & or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for:

• An excellent team player, with the ability to work across all disciplines
• Excellent communication and presentation skills, with the ability to communicate technical value into business value
• Extensive knowledge and experience working with Enterprise companies
• Previous 5+ years of experience with digital experience monitoring and business analytics technologies and techniques
• Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process
• Ability to manage a number of projects simultaneously, work with a number of different salespeople and support other SEs
• Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable
• Must be able to travel up to 30% of the time

• Build and lead a team of Solution Engineers who serve as our core product introduction, evaluation and education experts
• Coordinate cross functional dotted line resources to achieve your team goals
• Evangelize Dynatrace’s product offerings during international trade shows and at key customer account meetings to promote new and expanded business
• Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts
• As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs
• Present Dynatrace’s vision to our customers C-suite executives
• Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle
• Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths
• Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace’s market share and meet the market needs
• Build best practices and share knowledge the team to continuously develop and enhance both your personal and team capabilities
• Work with local Sales and Sales Engineering leadership to identify learning/ development opportunities for you and the local team to maintain Dynatrace’s leadership position in the market
• Create and modify Dynatrace template presentations, in order to attend the specific demands of each customer
• Not only work with internal sales team, but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach)
• Collaborate and maintain a close working relationship with product, engineering, sales, marketing, partners and service
• Play an active role in sourcing and screening potential candidates and managing the entire interview process
• Act as a player/coach working with your team on and delivering compelling presentations to customers and prospects

Minimum Requirements:

• Bachelor’s degree in Computer Science or equivalent education or experience required.
• 3+ years of experience within the digital experience monitoring space with tools such as AppDynamics, DataDog, New Relic, Catchpoint, GlassBox, Quantum Metric, Full Story, and Blue Triangle
• 3+ years of leadership experience in similar capacity

Preferred Requirements:

• Experience with instrumenting, configuring, and customizing real user monitoring agents for both web and mobile apps
• Experience with leveraging query languages or business intelligence tools to extract performance and business answers from real user monitoring data
• Advanced Experience with web technologies such as JavaScript, Angular, React, HTML, and CSS
• Experience with session-replay tools
• Experience with mobile frameworks such as Cordova, Flutter, React Native, Xamarin, and .NET Maui
• Experience with tag management technologies such as Google Tag Manager and Adobe Experience Manager/Cloud.
• Knowledge with cloud platforms, including AWS, Azure or GCP
• Experience with modern technologies like containers, Kubernetes / OpenShift, Serverless functions, and CI/CD pipelines

• Dynatrace has been named a leader in 2024 Gartner Magic Quadrant for Digital Experience Management.
• Dynatrace is a market share leader & a 14x magic quadrant leader in the APM/Observability space
• Invest heavily in the product side of things – huge global investment in R&D, assuring market-leading customer value, continuous innovation, and quick adoption.
• Dynatrace is trusted by over half of Fortune’s Top 10
• Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.

Compensation and rewards

• The base salary range for this role is $176,000 - $220,000. When determining your salary, we consider your experience, skills, education, and work location.
• Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
• We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.  If your disability makes it difficult for you to use this site, please contact [email protected]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.