Vice President, Partnership Sales

Accountabilities:: Own the overall partnership sales strategy and performance, establishing clear revenue objectives, operating rhythms, accountability structures, and execution plans that increase partner-sourced and partner-influenced growth. Lead, coach, and develop a team of seven Channel Account Managers across multiple levels and areas of focus, building the leadership capabilities, systems, and operating model required for sustainable scale. Assess the existing partner landscape using first-principles thinking to identify where partnerships can create the greatest business value, simplify ineffective approaches, and focus resources on high-potential relationships and motions. Establish AI-native ways of working across partnership sales, using intelligent systems for partner identification, prioritization, enablement, forecasting, and execution while ensuring human judgment remains central to relationship-driven decisions. Define and monitor the metrics that matter for partnership performance, using data to evaluate productivity, pipeline contribution, resource allocation, and the effectiveness of partnership investments. Adapt partnership strategy and execution as customer needs, technology ecosystems, markets, and business priorities evolve, providing clarity through ambiguity while maintaining momentum against revenue objectives. Build and strengthen executive-level relationships with strategic resellers, technology alliances, and cloud marketplaces, including major cloud ecosystems, to create joint strategies and measurable commercial opportunities. Develop high-value partnerships from initial strategy and negotiation through launch, enablement, expansion, and ongoing performance management. Partner cross-functionally with Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align priorities, remove execution barriers, strengthen partner programs, and create a cohesive partner experience. Establish scalable processes for partner planning, forecasting, enablement, performance management, and executive reporting while continuously improving the partnership sales organization. Requirements: Proven sales leadership experience within information security, cybersecurity, or a closely related technology market, with meaningful accountability for revenue outcomes. Demonstrated experience building, establishing, or scaling channel and partnership sales programs involving reseller, channel, technology alliance, or cloud marketplace relationships. Track record of developing, negotiating, launching, and expanding strategic partnerships that generate measurable pipeline and revenue contribution. Experience leading and developing high-performing sales or channel teams while establishing clear strategy, performance metrics, operating cadence, and accountability. Strong executive presence and relationship-building capabilities, with the ability to influence senior stakeholders and create alignment across complex partner organizations. Strong commercial judgment and analytical skills, with the ability to use performance data to diagnose opportunities, prioritize investments, and guide strategic decisions. Experience developing scalable operating models and adapting partnership strategies in fast-growing or changing environments. Ability to collaborate effectively across sales, marketing, operations, legal, customer success, and product organizations. Experience building partnerships within the AWS ecosystem or other major cloud marketplaces is preferred. Experience in a growth environment generating $30M+ in new ARR is preferred. Experience supporting significant stages of company growth, including preparation for or progression toward an IPO, is advantageous. Experience building partnership functions across multiple partner types, markets, or customer segments is a plus. Strong change-management skills and the ability to introduce new operating models, including AI-enabled approaches, while maintaining clear ownership and measurable outcomes. Benefits: Base salary range of $216,000–$280,000 , depending on applicable compensation tier, experience, location, and other relevant factors. Commission opportunity, with compensation structured around a 60/40 base salary-to-commission split across applicable tiers. Equity stock options. Medical, dental, and vision insurance. Life and disability insurance. Retirement plans. Unlimited paid time off and paid public holidays. Paid maternity and parental leave. Various leaves of absence, including caregiver leave where applicable. Employee Assistance Program. Fully remote work environment within the United States. Opportunity to work in a senior leadership capacity across a global cybersecurity and technology ecosystem.