[Hiring] Strategic Partner Account Manager @Defy Security

Role Description

The Strategic Partner Account Manager is responsible for leading Defy Security’s highest‑value technology partnerships and ensuring they deliver measurable impact within the Strategic Partner Program. This role integrates long-term partner strategy with the program’s structured governance model, focusing on partner performance, revenue contribution, solution alignment, and execution across the program’s six core pillars.

Functioning as a trusted advisor to both Defy and its strategic partners, the Strategic Partner Account Manager leads executive engagement, joint business planning, partner scoring, quarterly reviews, and program compliance. The ideal candidate brings deep ecosystem expertise and a track record of driving partnerships that materially advance growth, profitability, and strategic advantage.

Key Responsibilities

• Strategic Relationship Leadership
  • Serve as primary owner of top-tier cybersecurity vendor partnerships, including partners participating in the Strategic Partner Program.
  • Lead executive business reviews, multi‑year roadmap alignment, and cross-functional strategy sessions tied to program milestones.
  • Develop long-term partnership strategies designed to drive mutual value and support program goals across volume, profit, and solution alignment.
  • Maintain deep understanding of each partner’s capabilities, certification status, and program obligations.
• Revenue & Business Growth (Program-Aligned)
  • Drive partner-led and partner-influenced sales motions across enterprise accounts.
  • Build and manage revenue forecasts and visibility into partner contribution to annual booking goals.
  • Identify new revenue streams, solution areas, and joint investment opportunities that directly strengthen partners’ program scoring (volume 40%, profit 35%, solution alignment 25%).
  • Ensure partners meet—or exceed—annual revenue targets and quarterly milestones.
  • Drive Strategic Partner Marketplace revenue via joint Marketplace Solutions and Account Cloud private offers.
• Go-to-Market Strategy & Execution
  • Collaborate with sales and marketing leadership to develop differentiated co-sell and joint-solution plays aligned with program objectives.
  • Oversee partner-funded marketing initiatives, events, enablement motions, and MDF utilization aligned with available program benefits.
  • Manage co-branded GTM campaigns and ensure alignment between sales, marketing, engineering, and delivery teams.
  • Drive execution of partner benefits including campaign templates, MDF guidance, and joint planning sessions.
• Operational Excellence & Program Governance
  • Lead quarterly business reviews (QBRs), milestone tracking, and execution of program governance requirements.
  • Manage partner evaluation cadence—including scoring calculations (40/35/25 weighting) and performance dashboards.
  • Oversee partner certification requirements and ensure ongoing compliance with program criteria.
  • Negotiate partnership agreements, GTM programs, investment frameworks, and co-funded initiatives.
  • Provide structured reporting on partner performance, risks, and cure‑window statuses in alignment with program downgrade/escalation processes.
  • Advocate internally for partner needs and influence solution development, priorities, and customer adoption.

Qualifications

• 7–10+ years in strategic alliances, enterprise partner management, or ecosystem development within cybersecurity, SaaS, or IT.
• Deep understanding of cybersecurity vendor ecosystems, partner economics, and GTM motions.
• Proven experience leading executive-level engagement and negotiating complex, multi-party agreements.
• Strong strategic planning, forecasting, and analytical capabilities.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency in Microsoft Office and Salesforce; experience with partner portals preferred.
• Ability to travel 25–30%.

Equal Opportunity Commitment

Defy Security is an Equal Opportunity Employer committed to diversity, inclusion, and equity. We prohibit discrimination of any kind and provide equal employment opportunities to all applicants and employees regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We welcome applicants from all backgrounds who share our commitment to excellence and innovation.