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Remote, Oregon, United States
Remote only
Horizon3 is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix, and verify exploitable attack vectors before criminals exploit them. Our flagship NodeZero™ platform delivers production-safe autonomous pentests and other key assessment operations across internal, external, cloud, and hybrid cloud environments.
NodeZero is used by organizations ranging from educational institutions and government agencies to Global 100 enterprises, as well as by ITOps and SecOps teams, consulting pentesters, and MSSPs and MSPs.
We are a team of former U.S. Special Operations cyber operators, startup engineers and operators, and formerly frustrated cybersecurity practitioners. We are committed to solving persistent security challenges including ineffective tools, false positives, alert fatigue, blind spots, checkbox security culture, cybersecurity skills shortages, and the cost and delay of traditional consulting. We are learn-it-alls who value respect, collaboration, ownership, and results.
Horizon3 is seeking a senior, strategic partner leader to own and accelerate our relationship with SHI.
This role will serve as the senior business owner for the Horizon3 and SHI relationship. You will develop and execute a multi-year joint business strategy, expand executive alignment, increase partner-sourced pipeline and revenue, and position NodeZero within SHI-led cybersecurity solutions, services opportunities, and customer engagements.
This is not a transactional channel role. The successful candidate will bring the executive presence, commercial judgment, cybersecurity channel expertise, and operating discipline required to grow a complex, matrixed strategic partnership. You will build trusted relationships across SHI sales leadership, account teams, security specialists, solutions architecture, services, marketing, procurement, and partner management while aligning Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal around shared priorities.
Success means making Horizon3 relevant to SHI's business, easy for its teams to position, and valuable to its customers—then converting that relevance into repeatable opportunities, customer outcomes, and revenue.
Develop and maintain a comprehensive multi-year joint business plan with SHI.
Establish shared objectives across revenue, pipeline, customer acquisition and expansion, services adoption, enablement, and strategic account penetration.
Identify the highest-value SHI account teams, regions, industry verticals, customer segments, and solution motions for Horizon3 to prioritize.
Translate shared strategy into clear owners, milestones, investments, and measurable outcomes.
Evaluate partner-program participation and other strategic investments against business objectives, execution capacity, and expected return.
Lead regular executive business reviews and communicate progress, risks, competitive dynamics, and investment needs to senior leadership.
Establish trusted relationships with SHI executives and leaders across sales, cybersecurity, technical architecture, services, marketing, procurement, and partner management.
Create a durable, multi-threaded relationship map that connects executive sponsors, sales leaders, account teams, security specialists, and services stakeholders.
Develop executive-to-executive engagement between SHI and Horizon3 leaders.
Build advocacy for NodeZero across SHI's account teams and technical communities.
Align Horizon3's value proposition with the priorities of SHI leaders, sellers, technical specialists, and customers.
Earn sustained partner mindshare through responsiveness, commercial value, technical credibility, and disciplined follow-through.
Build a predictable, measurable SHI-sourced and SHI-influenced pipeline.
Orchestrate joint account mapping and whitespace analysis with SHI account teams and Horizon3 field sellers.
Identify, qualify, and advance strategic opportunities with Horizon3 Account Executives and Sales Engineers.
Develop repeatable co-selling plays that expand NodeZero adoption across enterprise, mid-enterprise, and commercial segments.
Help SHI teams identify customer needs, articulate NodeZero's value, and engage the right Horizon3 resources at the right stage.
Support expansion from initial use cases into broader deployments, recurring programs, and strategic customer relationships.
Maintain rigorous pipeline, forecast, deal-registration, and opportunity-management discipline, with clear ownership and consistent sourced-versus-influenced attribution.
Position NodeZero as a strategic component of SHI-led cybersecurity, exposure management, security validation, and services conversations.
Identify opportunities to create joint solution bundles, assessment-led engagements, and repeatable delivery motions around NodeZero.
Partner with SHI solutions architects, security specialists, and services leaders to establish technical credibility and implementation readiness.
Develop a joint value proposition that demonstrates measurable business value for SHI, its sellers, and its customers.
Connect security validation findings to remediation priorities, customer investment decisions, and opportunities for ongoing assessment.
Drive the transition from partner engagement and enablement to active selling, delivery, customer outcomes, and advocacy.
Create and execute a targeted SHI enablement strategy for account teams, security specialists, technical resources, services stakeholders, and leadership.
Develop field-ready messaging, battlecards, solution briefs, discovery guides, demo paths, and account-planning resources.
Prioritize enablement around relevant customer needs and live opportunities rather than activity alone.
Establish a cadence of trainings, workshops, solution showcases, partner events, and opportunity reviews.
Measure effectiveness through seller engagement, qualified opportunities, pipeline creation, win rates, services attachment, and revenue.
Continuously refine programs based on field feedback, performance data, and market response.
Serve as the central internal point of coordination for the SHI relationship.
Align Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal around joint priorities.
Establish clear operating rhythms, decision rights, escalation paths, and communication standards.
Coordinate with regional channel and direct-sales teams so the national SHI strategy translates into consistent field execution.
Remove internal and partner friction that delays opportunities, enablement, contracting, implementation, or customer success.
Ensure commitments to SHI are tracked, resourced, and delivered.
Develop recommendations for partner investments, including partner-program participation, MDF, events, enablement, technical resources, and executive engagement.
Manage approved investments with clear objectives, accountability, and measurable return.
Define and monitor KPIs such as sourced and influenced pipeline, bookings, win rate, active sellers, trained resources, services adoption, customer expansion, and partner-sourced recurring revenue.
Distinguish relationship activity and training participation from meaningful field activation and incremental business impact.
Provide clear executive reporting on performance, risks, competitive activity, and required actions.
Use data and partner insight to prioritize resources and adjust strategy.
Maintain a strong understanding of SHI's strategic priorities, customer needs, competitive landscape, and evolving solution and services opportunities.
Monitor competitor activity within SHI and identify risks to Horizon3's position.
Bring structured market and partner intelligence back to Horizon3 leadership and relevant internal teams.
Identify opportunities to differentiate NodeZero through proof of value, customer outcomes, technical credibility, ease of adoption, and partner economics.
Direct experience working with SHI is strongly preferred; comparable experience with a large, matrixed strategic partner is required.
10+ years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development.
Demonstrated success managing and growing a complex relationship with a major technology reseller, solutions provider, systems integrator, MSSP, or MSP.
Demonstrated ability to engage and influence senior executives while also driving execution with account teams, technical specialists, and services stakeholders.
Proven track record of building joint business plans and delivering measurable partner-sourced or partner-influenced revenue.
Deep understanding of enterprise cybersecurity, SaaS, cloud, security services, and solution-selling motions.
Strong knowledge of how large channel partners organize and execute across sales, technical, services, marketing, procurement, and executive functions.
Experience aligning national partner strategy with regional account-team execution.
Experience creating partner-led services, solution bundles, or repeatable go-to-market motions.
Strong commercial judgment and experience managing complex, multi-stakeholder negotiations and partner investments.
Exceptional pipeline management, forecasting, business planning, and executive reporting skills.
Excellent presentation, communication, facilitation, and relationship-building abilities.
Experience using Salesforce and related partner, pipeline, and reporting systems.
Ability and willingness to travel up to 50% to support SHI, customer, and industry engagements.
You have made a strategic partner materially more productive—not merely maintained the relationship.
You know how to turn a joint business plan into measurable pipeline, customer value, and revenue.
You understand how to navigate a large, matrixed organization and create momentum across account teams, technical specialists, services stakeholders, and executives.
You know how to earn seller attention by making a solution relevant, easy to position, and commercially valuable.
You can move comfortably between executive strategy, field enablement, technical conversations, and deal execution.
You bring a clear point of view, strong ownership, and the persistence required to build durable partner momentum.
You are credible with cybersecurity practitioners and compelling with executive decision-makers.
You operate with urgency, low ego, and disciplined follow-through.
Candidates must be based in Austin, Texas, and able to effectively support SHI's priority markets, offices, account teams, and stakeholder communities.
This role may require up to 50% travel to support SHI executive meetings, field engagements, customer opportunities, partner events, and industry conferences. Job-related travel expenses are reviewed and must be approved by your manager.
At Horizon3, we believe our people are our greatest asset. We are committed to fostering a culture where employees feel valued, respected, and rewarded for their contributions.
In accordance with applicable salary-transparency regulations, the compensation range for this position is $277,000–320,000 OTE with a 60/40 split annually. The exact compensation will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.
This role may also be eligible for an equity package in the form of stock options.
Inclusive Team: We value diversity and promote an environment where everyone can thrive.
Growth Opportunities: Join a dynamic company with meaningful opportunities to grow.
Innovative Culture: Work with a team solving important cybersecurity problems through practical innovation.
Hybrid & Remote Work: We support remote and hybrid work models depending on role and location.
Competitive Compensation: We offer competitive salary, equity, and benefits, including health, vision, dental, flexible vacation, and generous parental leave.
Horizon3 is not just an equal opportunity employer—we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, or any other legally protected status by law.
We believe diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. Every team member is valued and supported in an environment that encourages personal and professional growth.
We welcome candidates from all backgrounds and encourage all qualified individuals to apply. Come be part of Horizon3, where your unique contributions are recognized and your potential is limitless.
This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.
In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
