Channel & Partners Lead

About the role

You'll build our partner ecosystem from the ground up and establish strategic relationships that amplify our reach in the CISO and AppSec space. You'll help security teams and organizations discover Socket through trusted partners while creating scalable revenue channels that complement our direct sales efforts.

Responsibilities

• Manage Strategic Security Partner Relationships
• Create and execute partnership strategies
• Create and launch channel sales motions
• Cultivate executive-level partnerships
• Drive sales and partner enablement
• Execute co-marketing and pipeline generation
• Conduct partnership performance reviews

Requirements

• 6+ years of experience in Channel Sales, Partnership Management, or Business Development, with strong preference for security, AppSec, or enterprise software backgrounds selling into CISO and security organizations.
• Deep knowledge of enterprise security ecosystems, including understanding how security consultancies, managed services providers, and system integrators serve enterprise clients and position security solutions.
• Strong security domain knowledge; ability to engage confidently with security executives and technical teams about supply chain risks, vulnerability management, and enterprise security strategies.
• Proven track record in relationship development with experience navigating complex security organizations and driving cross-functional alignment in consulting and enterprise settings.
• Strategic mindset with the ability to translate partnership vision into revenue execution while being hands-on with deal closure and partner success initiatives.
• Experienced dealmaker with demonstrated success in end-to-end partner negotiations, including agreements, service level commitments, and revenue structures.
• Strong executive communicator with confident presentation skills and experience engaging CISO-level decision makers and security leadership teams.
• Revenue-focused mindset with proven ability to build channel programs, drive partner-generated revenue, and identify opportunities that create mutual value across partnerships.

Qualifications

• Deep knowledge of enterprise security ecosystems, including understanding how security consultancies, managed services providers, and system integrators serve enterprise clients and position security solutions.
• Strong security domain knowledge; ability to engage confidently with security executives and technical teams about supply chain risks, vulnerability management, and enterprise security strategies.
• Proven track record in relationship development with experience navigating complex security organizations and driving cross-functional alignment in consulting and enterprise settings.
• Strategic mindset with the ability to translate partnership vision into revenue execution while being hands-on with deal closure and partner success initiatives.
• Experienced dealmaker with demonstrated success in end-to-end partner negotiations, including agreements, service level commitments, and revenue structures.
• Strong executive communicator with confident presentation skills and experience engaging CISO-level decision makers and security leadership teams.
• Revenue-focused mindset with proven ability to build channel programs, drive partner-generated revenue, and identify opportunities that create mutual value across partnerships.

Skills

• Strategic thinking and relationship building
• Ability to navigate complex security organizations
• Confidence in executive engagements
• Experience in channel sales and partnership management
• Strong communication and presentation skills
• Ability to develop and execute partnership strategies
• Understanding of enterprise security ecosystems

Benefits

• Market competitive salary bands
• Meaningful equity program
• Comprehensive health benefits for you and your family (99% coverage)
• Flexible time-off, holidays, and winter shutdown to rest & recharge
• Paid parental leave
• Remote-first, with quarterly team off-sites

Pay

TBD

Schedule

Remote-first, with quarterly team off-sites