Partner Account Manager - Technology Alliances

Accountabilities: Own the overall technology partner relationship, including partner-program requirements, business planning, governance, operating cadence, and performance reporting.

Develop and execute annual and quarterly joint business plans focused on pipeline creation, bookings, margin growth, renewals, and strategic solution areas.

Build trusted relationships with partner executives, account teams, specialists, channel and distribution organizations, and internal stakeholders.

Drive sales engagement by educating partner sellers on cybersecurity solutions, identifying target accounts, supporting account mapping, and coordinating joint customer opportunities.

Establish a consistent sales cadence through pipeline reviews, opportunity strategy sessions, partner updates, and executive business reviews.

Identify, recruit, and enable sales and technical champions to increase field coverage, confidence, and adoption of the solutions.

Collaborate with marketing teams to plan and execute demand-generation campaigns, events, webinars, and customer outreach programs.

Monitor partnership performance across pipeline, revenue, win rates, attach rates, renewals, certifications, marketing activity, and seller participation.

Coordinate with sales operations and distribution partners to resolve quoting, ordering, licensing, renewal, and deal-registration challenges.

Ensure partner teams understand and maximize available incentives, deal-registration programs, marketing development funds, and other partner resources.

Share market intelligence, customer needs, competitive insights, and growth opportunities with relevant internal and partner stakeholders.

Build and maintain strong executive alignment and a predictable operating rhythm while continuously identifying opportunities to improve the partnership.

Requirements:

5+ years of experience in channel sales, alliances, partnerships, business development, or related sales roles, preferably within cybersecurity or enterprise technology.

Demonstrated success growing strategic vendor partnerships, generating qualified pipeline, and influencing sales organizations without direct management authority.

Working knowledge of cybersecurity solutions, channel sales models, reseller economics, enterprise purchasing processes, and technology partner ecosystems.

Experience collaborating with vendor field teams, distributors, marketing organizations, sales operations, and technical specialists.

Strong business planning, forecasting, presentation, negotiation, and executive communication capabilities.

Ability to analyze performance data, identify trends and gaps, prioritize investments, and translate insights into clear commercial actions.

Strong relationship-building skills with the ability to establish credibility across executive, sales, technical, and operational stakeholders.

Highly organized and proactive, with the ability to manage multiple priorities, stakeholders, initiatives, and deadlines simultaneously.

Comfortable operating in ambiguous, fast-moving environments and turning strategic plans into practical execution.

Commercially driven mindset with a strong focus on pipeline creation, revenue growth, renewals, partner engagement, and measurable business outcomes.

Ability to operate effectively in a remote environment while maintaining strong communication, accountability, and cross-functional collaboration.

Benefits:

Base salary range of $188,000–$225,000 , depending on relevant factors such as experience, location, skills, responsibilities, and internal equity.

Equity opportunities.

Commission opportunities and performance-based earning potential.

Medical, dental, and vision coverage for eligible employees.

Health and dependent savings accounts.

Life and disability insurance programs.

Paid parental leave.

Retirement savings programs.

Paid time off and paid holidays.

Company-sponsored wellness programs and wellness reimbursement opportunities.

Additional voluntary benefit programs.

Fully remote work environment, with this position focused on the U.S. West Coast.

Opportunity to work in a collaborative, cross-functional environment at the intersection of cybersecurity, enterprise technology, and strategic partnerships.

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