Business Development Manager, Technology Partnerships

Duo Security is a high growth, venture-backed security startup with offices in Ann Arbor, MI, Silicon Valley, Austin and London. We’re a rocket ship, and we’re looking for people who want to be astronauts. Founded in 2010 by renowned security experts Dug Song and Jon Oberheide, Duo Security is used by thousands of organizations every day to provide strong authentication security.

We are seeking a Business Development Manager that will be responsible for helping drive Duo Security with key technology ecosystem partners. We need an experienced business development person with a consultative sales approach, a successful track record of building strategic and GTM partnerships, and driving joint opportunities with partners. This person must demonstrate all the behaviors associated with a high performance sales culture, specifically managing a pipeline, delivering results against an annual quota, developing scalable resources, working across teams, and building productive partner relationships at the field and corporate level.


  • Actively manage go-to-market efforts with new and existing technology ecosystem partners
  • Work closely with our product team to align a joint value proposition and tell a compelling story with the partner
  • Communicate and drive a joint value proposition for each partnership internally and externally
  • Train and enable partner AEs, SEs, and marketing teams on an ongoing basis
  • Manage executive GTM relationship with technology ecosystem partners
  • Manage all related partner interactions and engagement with Duo’s direct field
  • Develop and drive joint marketing activities with the partners
  • Aggressively build and effectively manage strong pipeline of end user opportunities resulting from our partner activity
  • Be an ambassador and represent Duo in relevant events, public speaking opportunities, large bids and other customer/partner forums as required
  • Capture and communicate market intelligence, best practices and partner feedback back to Duo


  • Excellent communications and highly developed interpersonal skills with strong ability to work collaboratively across the organization
  • Strong relationship building skills and business acumen
  • Strong writing and presentation skills
  • Committed to delivering outstanding customer and partner service and driving our partners’ and customers’ business success
  • Ability to deal with ambiguity and make decisions with incomplete information
  • Creative thinking and risk taking
  • Bachelor equivalent or equivalent work experience mandatory


  • 5 + years of successful Business Development, Alliance, Channel marketing, Solution Sales, and/or Channel Sales experience within an Enterprise Software Company
  • 2 + years working with technology ecosystem partners, channel partners, and/or security partners
  • 2+ years experience in the security and/or SaaS markets highly preferred
  • Experience working in a high growth technology start up
  • Track record of carrying and achieving assigned quota
  • Approximately 30-50% of travel time required

Meet Some of Duo Security's Employees

Suby R.

Software Engineer

Suby helps drive front-end development at Duo. He and his team design and build features that make internet security simple for millions of people every day.

Joni B.

Account Executive, Mid Market

As an account executive, Joni is responsible for growing new business, as well as developing and expanding within the mid-market segment by building solid, trustworthy relationships with customers.

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