Vice President, Partnership Sales

Accountabilities:

• Own the overall partnership sales strategy and performance, establishing clear revenue objectives, operating rhythms, accountability structures, and execution plans that increase partner-sourced and partner-influenced growth.
• Lead, coach, and develop a team of seven Channel Account Managers across multiple levels and areas of focus, building the leadership capabilities, systems, and operating model required for sustainable scale.
• Assess the existing partner landscape using first-principles thinking to identify where partnerships can create the greatest business value, simplify ineffective approaches, and focus resources on high-potential relationships and motions.
• Establish AI-native ways of working across partnership sales, using intelligent systems for partner identification, prioritization, enablement, forecasting, and execution while ensuring human judgment remains central to relationship-driven decisions.
• Define and monitor the metrics that matter for partnership performance, using data to evaluate productivity, pipeline contribution, resource allocation, and the effectiveness of partnership investments.
• Adapt partnership strategy and execution as customer needs, technology ecosystems, markets, and business priorities evolve, providing clarity through ambiguity while maintaining momentum against revenue objectives.
• Build and strengthen executive-level relationships with strategic resellers, technology alliances, and cloud marketplaces, including major cloud ecosystems, to create joint strategies and measurable commercial opportunities.
• Develop high-value partnerships from initial strategy and negotiation through launch, enablement, expansion, and ongoing performance management.
• Partner cross-functionally with Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align priorities, remove execution barriers, strengthen partner programs, and create a cohesive partner experience.
• Establish scalable processes for partner planning, forecasting, enablement, performance management, and executive reporting while continuously improving the partnership sales organization.

Requirements:

• Proven sales leadership experience within information security, cybersecurity, or a closely related technology market, with meaningful accountability for revenue outcomes.
• Demonstrated experience building, establishing, or scaling channel and partnership sales programs involving reseller, channel, technology alliance, or cloud marketplace relationships.
• Track record of developing, negotiating, launching, and expanding strategic partnerships that generate measurable pipeline and revenue contribution.
• Experience leading and developing high-performing sales or channel teams while establishing clear strategy, performance metrics, operating cadence, and accountability.
• Strong executive presence and relationship-building capabilities, with the ability to influence senior stakeholders and create alignment across complex partner organizations.
• Strong commercial judgment and analytical skills, with the ability to use performance data to diagnose opportunities, prioritize investments, and guide strategic decisions.
• Experience developing scalable operating models and adapting partnership strategies in fast-growing or changing environments.
• Ability to collaborate effectively across sales, marketing, operations, legal, customer success, and product organizations.
• Experience building partnerships within the AWS ecosystem or other major cloud marketplaces is preferred.
• Experience in a growth environment generating $30M+ in new ARR is preferred.
• Experience supporting significant stages of company growth, including preparation for or progression toward an IPO, is advantageous.
• Experience building partnership functions across multiple partner types, markets, or customer segments is a plus.
• Strong change-management skills and the ability to introduce new operating models, including AI-enabled approaches, while maintaining clear ownership and measurable outcomes.

Benefits:

• Base salary range of $216,000–$280,000, depending on applicable compensation tier, experience, location, and other relevant factors.
• Commission opportunity, with compensation structured around a 60/40 base salary-to-commission split across applicable tiers.
• Equity stock options.
• Medical, dental, and vision insurance.
• Life and disability insurance.
• Retirement plans.
• Unlimited paid time off and paid public holidays.
• Paid maternity and parental leave.
• Various leaves of absence, including caregiver leave where applicable.
• Employee Assistance Program.
• Fully remote work environment within the United States.
• Opportunity to work in a senior leadership capacity across a global cybersecurity and technology ecosystem.