Identity/Cybersecurity Partnerships Manager - US West

TravelCenters of America; United States; On-site; USD 110,000 - 150,000; Full time

Benefits offered by this job

Medical, Dental, Vision coverage

Paid holidays

Retirement savings options

Job summary

Radiant Logic, based in the United States, is seeking a West US Partnerships Manager to drive channel and alliance GTM programs, focusing on 50/50 sourcing with channel partners and Alliance Partners. You will develop partner competency and lead regional pre-sales and post-sales practices while coordinating quarterly business reviews with executives to build pipeline.

Travel to major West Coast markets is expected as you collaborate with SailPoint, Zscaler, AWS and other partners to unlock joint

Qualifications

• 10+ years channel partner management and/or identity ISV sales experience.
• Proven ability to drive partner-led pipeline and quota attainment.
• Strong organizational skills and sales strategy planning.
• Excellent verbal and written communication.
• Leadership focused on teamwork and accountability.
• Experience with MEDDIC/MEDDPIC or similar framework.

Responsibilities

• 50%: Generate pipeline via channel partner GTM activities and deal registrations.
• 50%: Generate pipeline with Alliance Partners and leverage joint content.
• Develop product and sales competency among partners to drive partner-sourced pipeline.
• Create executive confidence and secure downstream buy-in.
• Share analytics and drive demand through regular executive cadences.
• Lead pre-sales and post-sales practices within each focus partner.
• Oversee regional Partner QBRs and travel to major West US markets.

Skills

Channel Partner Management

Identity ISV Sales

MEDDIC/MEDDPIC

Strategic Partner Development

Executive Communication

Education

Bachelor's degree in Business or related field

Job description

Radiant Logic Introduction

Radiant Logic is the pioneer of the Identity Data Fabric and a leader in Identity Security Posture Management (ISPM). We help complex enterprises reduce identity risk and strengthen resilience by turning fragmented identity data into a unified, observable, and actionable foundation for security.

Trusted by one-third of the Fortune 100 and 60% of US Federal Cabinet Agencies, our customers are predominantly large enterprises in highly regulated industries such as healthcare, financial services, government, and critical infrastructure, where identity sprawl creates blind spots that increase operational cost, slow governance, and elevate security risk.

The RadiantOne Identity Data Platform delivers continuous visibility, contextual intelligence, and rapid time-to-value, enabling security and IAM teams to eliminate identity sprawl, minimize their attack surface, and automate compliance across hybrid environments.

To help us meet this demand, we are hiring a dedicated West US Partnerships Manager. Given the go-to-market synergy between Radiant Logic's US West channel partners and our ISV Alliance Partners (SailPoint, Zscaler, AWS etc.), we can execute three-way programs (e.g. joint lead-gen activities) that combine Radiant Logic + Partner + ISV. Accordingly, the Partnerships Manager is expected to focus 50% on Opportunity-Sourcing and Deal Registration with channel partners. The other 50% of their time should be spent on Opportunity-Sourcing (but without Deal Reg) with Radiant’s ISV Alliance Partners (e.g. SailPoint reps, Zscaler reps, AWS reps). Radiant’s strategy is somewhat unique in that we have successfully integrated the two types of Partnerships and GTM motions. For example, a SailPoint rep may recommend Radiant Logic’s solution to SailPoint customers and prospects at the appropriate time, but only a Channel Partner is authorized to resell Radiant licenses (the SailPoint rep cannot).

Scope of Responsibilities

• 50%: Generate Pipeline revenue by driving joint go-to-market (GTM) activity, including Opportunity-Sourcing and Deal Registrations, with Channel Partner leadership, Channel Partner sales executives, and our own internal sales organization.
• 50%: Generate Pipeline revenue by driving joint go-to-market (GTM) activity with Alliance Partners (e.g. SailPoint, Zscaler, AWS) leadership, Alliance Partner sales executives, and our own internal sales organization. They will leverage the technology integrations and “Better Together” content that our Alliance Partners have created with Radiant Logic.
• Develop product and sales competency within our core set of Channel Partners and Alliance Partners, influencing their GTM and sales strategy, in alignment with Radiant Logic’s mandate to drive partner-sourced pipeline.
• Create confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation.
• Share analytics with executives and technical champions and drive further demand for Radiant Logic’s portfolio through regular cadence sessions.
• Drive the development of technical pre-sales & post-sales practices within each focus partner.
• Oversee & participate in regional Partner QBR’s on behalf of Radiant Logic’s sales team.
• Travel to attend all necessary meetings, trade shows, etc. in one of the the major West US metro markets: Orange County, Los Angeles, San Francisco Bay Area, Seattle, and Phoenix.

Skills and Experience

• 10+ years Channel Partner Management and/or Identity ISV Sales experience. The ideal candidate is/was employed by an Identity-focused ISV (e.g. SailPoint, Saviynt, Okta, PING, etc.) with responsibility for managing Channel Partnerships.
• Demonstrated success leveraging 3rd-party companies to achieve quota.
• Superb organizational skills and demonstrated history of outlining and establishing sales strategies.
• Superior written and verbal communication skills.
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.
• Must have experience with MEDDIC, MEDDPIC, or similar sales methodology.

Benefits

We’re committed to supporting our employees both at work and beyond. Depending on eligibility, our benefits package may include medical, dental, and vision coverage, paid holidays, retirement savings options, and other employee benefits.

Please note

that, at this time, we are unable to provide visa sponsorship for this position. Candidates must be authorized to work in the United States without company sponsorship.

Radiant Logic, Inc. is an EEO Employer.

As part of its safe hiring policy, Radiant Logic, Inc. conducts credentials verification and pre-employment screening on applicants who are offered and accept employment.