Channel Partnerships Lead

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Partnerships Lead based in United States.** This role is an opportunity to build and own a channel partnerships function from the ground up within a fast-growing technology environment. You will define the strategy, structure, and execution of partner-led growth initiatives across the cybersecurity ecosystem. The position combines strategic thinking with hands-on execution, requiring someone who can create meaningful relationships and generate measurable business impact. You will work closely with sales, marketing, product, and executive teams to transform partnerships into scalable revenue channels. This is a high-ownership role for a partnership leader who thrives in ambiguity, enjoys building new programs, and wants to shape a category-defining go-to-market motion. Your work will directly influence pipeline generation, market expansion, and the company’s presence across key partner networks. ### Accountabilities: As the Channel Partnerships Lead, you will be responsible for building and scaling partner-driven growth initiatives while creating strong commercial relationships across the security technology ecosystem. You will combine strategic planning, partner development, and operational execution to establish a high-performing channel function. Your responsibilities will include: - 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:** The ideal candidate is a hands-on partnerships professional with experience building channel programs in early-stage technology companies. You should combine strong cybersecurity knowledge, commercial expertise, and the ability to create scalable partnership strategies from scratch. Key qualifications include: - 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 securit…