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Strategic Partner Account Manager

L7

defy securitySan Jose, CAyesterday

Occupations

Sales ManagersMarketing ManagersSecurity Management Specialists

Industries

Computer Systems Design ServicesAdministrative Management and General Management Consulting ServicesOther Computer Related Services
Defy Security is a fast-growing cybersecurity company helping enterprises nationwide reduce complexity and make smarter security decisions. We bring deep technical expertise and a vendor-neutral approach to ensure our customers get the right solutions — every time. Our culture, certified as a Great Place to Work®, values teamwork, innovation, and people who take initiative. If you’re looking for a place where you can grow and make a meaningful impact, we’d love to meet you.
Overview: 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:
  • All responsibilities below are aligned to the Strategic Partner Program’s structure, scoring system, and governance expectations.1. 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.2. 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 offers3. 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.4. 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.
  • Alignment to Strategic Partner Program Structure
  • This role directly supports all core elements of the Strategic Partner Program, including:
Program Structure & Governance: Operates as the designated partner account manager responsible for execution, accountability, and strategic direction. Leads quarterly reviews, milestone validation, and annual plan development.
Membership Criteria & Scoring: Manages scoring inputs (volume, profit, solution alignment).Ensures partners maintain certifications and meet performance thresholds.
Partner Populations: Oversees top-tier partners, Booz Allen partners, and alliance partners within program-defined expectations. Tailors GTM and engagement strategies across partner population types.
Obligations & Requirements: Ensures partner participation in joint business planning, progress reporting, and QBRs. Manages performance-based rebate eligibility and documentation.
Partner Benefits: Drives access to planning sessions, MDF guidance, joint marketing programs, and campaign assets.
Annual Plan & Review Process: Owns partner booking goals, quarterly milestones, cure window management, and downgrade escalation paths. Qualifications7–10+ 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.
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Level

ManagerL7

Location

San Jose, CA

Occupation

Sales Managers

Industry

Computer Systems Design Services

Posted

yesterday

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