Partner Manager – Channel & Ecosystem (Full-time)

Guardey; Rijswijk; On-site; EUR 65,000 - 85,000; Full time

Benefits offered by this job

Competitive salary

Variable compensation based on performance

Opportunities for professional growth

Job summary

A growing cybersecurity firm is looking for a Partner Manager to enhance its partner ecosystem. You will manage a portfolio of strategic partners, drive onboarding and sales enablement, and collaborate on marketing initiatives. The ideal candidate will have 4–7 years of experience in partner management or B2B SaaS sales, along with a startup mentality and strong communication skills. This full-time role offers a competitive salary and opportunities for professional growth.

Qualifications

• 4–7+ years experience in Partner Management or B2B SaaS sales.
• Proven success working with MSPs or VARs.
• Comfortable with revenue and activity targets.

Responsibilities

• Identify and recruit high-potential partners.
• Run partner onboarding and enablement.
• Align on joint business plans and targets.
• Train partner sales teams on value propositions.
• Organize pipeline and deal reviews.

Skills

Startup mentality

High energy & ownership

Challenger sales approach

Empathy & relationship building

Data-driven & systematic

Structured communicator

Job description

Partner Manager – Channel & Ecosystem (Full-time)

Guardey is a modern security awareness platform that helps organisations turn their biggest cyber risk – people – into their first line of defence. With gamified micro‑learning (3–5 minutes per week), real‑time risk insights and audit‑ready reporting, we make it easy for companies to stay compliant with frameworks such as NIS2, DORA, ISO and GDPR. We build from the ground up for partners (MSPs, consultants, insurers) who serve SMB and mid‑market customers that are currently underserved by legacy, complex tools.

We’re growing fast across new markets, regions and sectors and are scaling our partner ecosystem to reach our ambition of €20M+ ARR. To accelerate this growth, we’re hiring a full‑time Partner Manager.

The Role

As Partner Manager you own a portfolio of strategic partners (distributors, MSPs, VARs, consultants and alliances) and make them successful with Guardey. You’ll combine classic partner management with hands‑on sales execution and enablement: onboarding new partners, training their teams, co‑creating campaigns, and driving a healthy, data‑driven pipeline together.

You will be a key player in scaling Guardey’s partner motion from “early traction” to a repeatable, system‑led growth engine.

Key Responsibilities

• Identify, recruit and contract high‑potential partners in our focus markets and verticals.
• Run Guardey’s 90‑day partner onboarding journey, including sales, product and marketing enablement.
• Align on joint business plans with clear revenue, user and activity targets.
• Train partner sales teams on our ICP, value proposition, competitive positioning (vs. legacy tools) and pricing.
• Enable partners to independently qualify, demo and position Guardey in customer conversations.
• Organise weekly/bi‑weekly pipeline and deal reviews to progress opportunities, plan competitive take‑outs and remove roadblocks.
• Co‑create simple joint marketing plans (campaigns, events, webinars, content) to activate the partner’s installed base.
• Work with Guardey marketing to deliver co‑branded assets, landing pages and email sequences.
• Track campaign performance and optimise together with partners.

Operational excellence & governance

• Promote disciplined use of lead registration, partner portals and CRM; ensure all partner opportunities are logged, qualified and updated.
• Monitor partner performance against targets; use data to prioritise time and support.
• Manage partner tiers, commercials and incentives in close collaboration with Sales and Finance.

Cross‑functional collaboration

• Work closely with Direct Sales on territory & account alignment and co‑selling opportunities.
• Collaborate with Customer Success to ensure smooth onboarding and expansion for partner‑led customers.
• Provide structured feedback to Product and Marketing on market needs, competition and partner requirements.

What You Bring

Experience & background

• 4–7+ years experience in Partner Management / Channel Sales / Alliances or a quota‑carrying B2B SaaS sales role with strong partner exposure.
• Proven success in working with MSPs, VARs, distributors or consulting partners, ideally in cybersecurity or compliance / IT SaaS.
• Comfortable owning a revenue and activity target and working in a fast‑paced, scale‑up environment.

Skills & mindset

• Startup mentality: hands‑on, resourceful, not afraid to build processes as you go.
• High energy & ownership: you take initiative, follow through and like to be on the (virtual) road with partners.
• Challenger sales approach: able to teach, tailor and take control in partner and customer conversations.
• Empathy & relationship building: you understand partner economics and what it takes for them to win with Guardey.
• Data‑driven & systematic: experienced with CRM, dashboards and forecast hygiene; you use data to prioritise and scale what works.
• Structured communicator: strong written and verbal communication in English (Dutch or another EU language is a plus).

What We Offer

• The chance to build and scale a partner ecosystem at a high‑growth SaaS company in a booming market.
• A role with real impact: your work directly contributes to Guardey’s journey towards €20M+ ARR.
• An international, entrepreneurial team with short lines of communication and lots of room for ownership.
• Competitive salary, variable compensation based on performance, and opportunities for professional growth.

Interested?

Send us your CV and a short note on the most impactful partner motion you’ve helped build or grow and what you learned from it. We’re excited to meet you.

Seniority level

Mid‑Senior level

Employment type

Full‑time

Job function

Business Development and Sales

Industries

Computer and Network Security

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