Growth Partner Manager, Cybersecurity Alliances

Defy Security; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Defy Security is seeking a Growth Partner Account Manager to drive the Growth Partner Program across a defined partner portfolio. You will oversee governance, quarterly reviews, and partner sponsorship for strategic growth initiatives.

You will lead revenue attainment, pipeline health, and program adherence while enabling partner capability development and coordinated investments to meet thresholds and drive long-term growth.

Qualifications

• 5-10+ years in partner management, channel development, or ecosystem leadership within cybersecurity, SaaS, or enterprise technology.
• Proven experience managing structured partner programs with clear thresholds, investment alignment, and performance accountability.
• Deep understanding of channel ecosystems including VARs, technology alliances, and co-selling frameworks.
• Demonstrated ability to influence senior stakeholders and enforce disciplined execution standards.
• Strong analytical and strategic planning abilities; proficiency in interpreting revenue, pipeline, and performance metrics.
• Exceptional communication, negotiation, and executive presentation skills.
• Experience with Salesforce, partner portals, and revenue/pipeline analytics tools.
• Ability to travel up to 25-30%.

Responsibilities

• Lead the end-to-end management of assigned partners within the Growth Partner tier, ensuring adherence to program structure, performance thresholds, and review cycles.
• Execute quarterly business reviews aligned to the Growth Program governance model, providing transparent, data-driven assessments of progress against revenue, contract, and pipeline targets.
• Coordinate with assigned partner sponsors to maintain regional or capability alignment, joint target account focus, and escalation paths.
• Guide partners through the 18-month Growth cycle with structured planning, capability development, and measurable milestones.
• Enforce program thresholds, including annual minimums for booked revenue, contract closures, and sourced pipeline.
• Initiate structured 30-day recovery plans when thresholds are missed, managing corrective actions and reporting outcomes.
• Drive partner-led and partner-influenced revenue growth by aligning partners with Defy’s solution domains, sales priorities, and named-account strategies.
• Identify high-impact opportunities within joint target account lists and accelerate partner execution through coaching, resource coordination, and strategic alignment.
• Track partner performance across sourced pipeline, active deals, and attach opportunities, using insights to direct joint investments.
• Build and execute joint business plans that leverage program benefits such as co-marketing, solution enablement, and priority access to market intelligence.
• Manage partner-funded and joint-funded initiatives, ensuring accurate ROI tracking and alignment with program progression goals.
• Align partners’ solution capabilities and market motions to customer needs and the expectations of Defy’s strategic path.
• Maintain comprehensive reporting on partner performance, progression gates, investment utilization, and engagement health.
• Drive operational consistency across partner communications, planning sessions, performance reviews, and sponsor alignment checkpoints.
• Serve as the primary escalation manager for partner issues, coordinating with cross-functional internal teams to resolve roadblocks quickly and transparently.

Skills

Partner management

Channel development

Ecosystem leadership

Executive communication

Strategic planning

Sales analytics

Negotiation

Salesforce

Travel readiness

Tools

Salesforce

Partner portals

Revenue analytics tools

Job description

Defy Security is seeking a Growth Partner Account Manager to drive the Growth Partner Program across a defined partner portfolio. You will oversee governance, quarterly reviews, and partner sponsorship for strategic growth initiatives.

You will lead revenue attainment, pipeline health, and program adherence while enabling partner capability development and coordinated investments to meet thresholds and drive long-term growth.