Channel Partnerships Lead

Accountabilities

• Build and execute a comprehensive channel strategy, including partner segmentation, program structure, economics, enablement processes, deal registration, and reporting frameworks.
• Leverage existing relationships with cybersecurity resellers, VARs, distributors, and technology partners to generate qualified pipeline and accelerate revenue growth.
• Develop and activate cloud marketplace partnerships across major providers, managing relationships, marketplace opportunities, co-sell motions, and partner-led demand generation.
• Identify and test new partnership models, including referral programs, investor networks, and strategic alliances that can unlock additional growth opportunities.
• Manage technology partnerships by prioritizing initiatives that create commercial value through co-selling, co-marketing, and joint solutions.
• Collaborate closely with account executives and sales leadership to ensure partner activities directly contribute to customer acquisition and revenue outcomes.
• Create partner enablement materials, support joint sales initiatives, and build repeatable processes that help partners successfully position solutions.
• Represent partner perspectives internally by sharing market insights, customer feedback, competitive intelligence, and opportunities for product and positioning improvements.
• Track channel performance metrics, including sourced pipeline, revenue contribution, partner activation, and overall program effectiveness.

Requirements

• Proven experience building a channel or partnerships function from the ground up, ideally as an early partnerships hire within a Series A/B security or B2B SaaS company.
• Strong existing relationships with cybersecurity resellers, VARs, distributors, and ecosystem partners across the United States.
• Demonstrated success generating pipeline and revenue through partner-led sales motions.
• Experience designing partner programs, including enablement, deal registration, partner tiers, and reporting structures.
• Familiarity with cloud marketplace ecosystems such as AWS, Azure, and GCP, including marketplace listings and co-sell initiatives.
• Strong understanding of cybersecurity markets and the ability to engage credibly with security leaders, partner teams, and technical stakeholders.
• Entrepreneurial mindset with the ability to operate independently, prioritize effectively, and execute in a fast-changing environment.
• Able to balance strategic vision with hands-on execution, including managing partner meetings, developing materials, and supporting active opportunities.
• Strong communication, negotiation, relationship-building, and stakeholder management skills.
• Creative problem-solving approach with the ability to develop new partnership models rather than relying only on established playbooks.
• Experience with co-marketing initiatives, referral programs, or investor/portfolio partnership models is a plus.
• Previous direct sales or account executive experience is beneficial for collaborating effectively with revenue teams.

Benefits

• Competitive compensation package with uncapped variable compensation.
• 70/30 base-to-variable compensation structure.
• Meaningful equity opportunity in a fast-growing technology company.
• Opportunity to define and own a strategic business function from the earliest stages.
• High level of autonomy and direct collaboration with executive leadership.
• Remote work flexibility.
• Opportunity to work at the intersection of artificial intelligence and cybersecurity.
• Exposure to a high-impact market addressing critical security challenges.
• Collaboration with experienced technology leaders from major technology companies and successful scale-ups.