Channels and Partnerships Lead
Theory Ventures · New York, NY · 3 wk ago
Business DevelopmentFull-time
Responsibilities
- Build the Ecosystem Strategy
- Develop and execute Artemis's partner strategy across: Strategic channels and technology alliances, Cloud providers, Security platforms, MSSPs and MDRs, Value-added resellers, Global Systems Integrators (Accenture, Deloitte, EY), Regional and boutique consulting partners
- Recruit and Activate Strategic Partners
- Identify, recruit, and activate the first wave of strategic partners aligned with Artemis's target customer profile.
- Prioritize partner investments based on revenue potential, market influence, technical alignment, and customer reach.
- Establish executive relationships across partner organizations.
- Build Repeatable Partner Operations
- Create and operationalize: Partner program framework, Deal registration, Rules of engagement, Incentive structures, Partner Marketing strategy, Referral and reseller motions, Marketplace strategy, Partner success metrics and operational best practices
- Execute Joint Go-to-Market
- Build partner business plans and quarterly success metrics.
- Develop joint sales plays, campaigns, events, workshops, and executive engagement programs.
- Drive co-sell motions and marketplace opportunities.
- Coordinate pipeline generation activities with Sales and Marketing.
- Build World-Class Enablement
- Build partner enablement strategy and partner cross-functionally to deliver assets, training, demo environments, battlecards, technical documentation that let partners use, sell and deploy Artemis (products and services) with confidence
- Own Revenue Outcomes
- Drive partner-sourced and partner-influenced pipeline.
- Establish partner contribution as a measurable component of company growth.
- Build forecasting and reporting mechanisms for partner performance.
- 7+ years of experience in partnerships, alliances, channel sales, ecosystem development, or business development.
- 3+ years within cybersecurity, cloud, or enterprise infrastructure.
- Demonstrated success building partner programs from an early-stage or growth-stage environment.
- Proven ability to generate measurable pipeline and revenue through partnerships.
- Strong trusted network of channel and tech alliance partners.
- Experience building executive-level relationships and influencing senior stakeholders.
- Strong operational discipline with the ability to build scalable processes from scratch.
- Excellent written, verbal, and presentation skills.
- Comfortable operating in ambiguity and moving quickly with limited resources.
- Prior experience as the first partnerships or channel hire at a cybersecurity startup.
- Experience helping scale a company from Series A through growth stage.
- Background in sales engineering, product management, consulting, or enterprise sales.
- Experience with cloud marketplaces and co-sell programs.
- Existing relationships with AWS, CrowdStrike, Google, Accenture, Deloitte, EY, Optiv, GuidePoint, WWT, and major MSSPs.
- Experience structuring OEM, embedded technology, and strategic ecosystem partnerships.
- Familiarity with AI-native security, security operations, threat intelligence, and enterprise security architectures.