Strategic Partner Account Manager

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $143k - $204k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

👻 Ghost score 0%

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Defy Security

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2017

💼 Consulting

🔐 Security

🏢 Enterprise

Consulting • Security • Enterprise

Defy Security is a client-centric cybersecurity services and technology sourcing firm that helps enterprises evaluate, procure, deploy, and manage security solutions. The company combines a large vendor portfolio and its Defy LABS testing/validation platform with services such as managed security, penetration testing, identity and access management, AI security, OT security, data protection, and security program consulting. Defy positions itself as a trusted extension of customers’ security teams, focused on reducing procurement friction, accelerating evaluations and deployments, and optimizing security spend.

📋 Description

• Own top-tier cybersecurity vendor partnerships, including Strategic Partner Program participants • Lead executive business reviews, multi-year roadmap alignment, and cross-functional strategy sessions • Develop long-term partnership strategies driving mutual value, volume, profit, and solution alignment • Drive partner-led and partner-influenced sales motions across enterprise accounts • Build and manage revenue forecasts and partner contribution visibility • Identify revenue streams, solution areas, and joint investment opportunities • Ensure partners meet or exceed annual revenue targets and quarterly milestones • Drive Strategic Partner Marketplace revenue through joint Marketplace Solutions and Account Cloud private offers • Develop co-sell and joint-solution go-to-market plays with sales and marketing leadership • Oversee partner-funded marketing initiatives, events, enablement, and MDF utilization • Manage co-branded go-to-market campaigns across sales, marketing, engineering, and delivery teams • Lead quarterly business reviews, milestone tracking, and program governance • Manage partner scoring calculations and performance dashboards • Oversee partner certification requirements and program compliance • Negotiate partnership agreements, go-to-market programs, investment frameworks, and co-funded initiatives • Report on partner performance, risks, and cure-window statuses • Advocate internally for partner needs and influence solution development, priorities, and customer adoption • Manage joint business planning, progress reporting, rebate documentation, booking goals, quarterly milestones, and downgrade escalation paths

🎯 Requirements

• 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 go-to-market 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%

🏖️ Benefits

• Bonus • Partner-funded marketing initiatives and events • Marketing development funds (MDF) guidance and utilization • Joint marketing programs and campaign assets • Planning sessions and enablement motions • Performance-based rebate eligibility • Flexible compensation considerations based on experience, skills, training, certifications, geographic location, and market conditions