Partner Manager

VikingCloud; United States; On-site; USD 95,000 - 135,000; Full time

Job summary

VikingCloud is seeking a Partner Manager to build and optimize strategic relationships with external partners, driving revenue and collaborative success. The role blends relationship management, strategic planning, operational execution, and performance monitoring to ensure measurable value and alignment with business objectives.

You will work with MSPs, MSSPs, technology vendors, and other partners, coordinating onboarding, enablement, and joint go-to-market efforts while communicating

Qualifications

• 5+ years of experience in Partner Management or related commercial roles.
• Experience in B2B partnerships within technology, cybersecurity, SaaS, or managed services.
• Experience working with MSPs, MSSPs, resellers, or hardware suppliers preferred.
• Bachelor's degree in a relevant field preferred.

Responsibilities

• Develop and optimize strategic partnerships to drive revenue and growth.
• Act as primary liaison with partners, coordinate onboarding and enablement.
• Negotiate agreements, define terms, and track KPIs for partner programs.
• Collaborate with Product, Solutions Engineering, Sales, and Marketing teams.

Skills

Partner Management

Strategic Alliances

Channel Management

Business Development

B2B Partnerships

Relationship Building

Strategic Thinking

Negotiation

Communication

Collaboration

Education

Bachelor's degree

Job description

VikingCloud delivers cybersecurity and compliance solutions that simply work. Our expert-led approach combines proven technology and AI-driven insights with dedicated support—keeping businesses secure, audit-ready, and uninterrupted.

VikingCloud is trusted by over 4 million business locations in 70+ countries to stop threats before they stop business, so they can work on what matters most. For more information, visit www.vikingcloud.com and follow us at www.linkedin.com

This Position

A Partner Manager is responsible for building, managing, and optimizing strategic relationships with external partners to drive business growth, revenue, and collaborative success. They play a pivotal role in driving business growth through strategic partnerships, combining relationship management, strategic planning, operational execution, and performance monitoring to ensure partnerships deliver measurable value and align with organizational objectives

Responsibilities

Security & Services Partnership Development

• Develop a strong understanding of VikingCloud's cybersecurity, compliance, managed security services (MSS), and managed detection and response (MDR) offerings to identify relevant partnership opportunities and communicate their value to partners.
• Work with MSPs, MSSPs, technology vendors, and other strategic partners to explore opportunities to incorporate VikingCloud's security and compliance solutions into their service offerings, including white-label and co-branded delivery models.
• Collaborate with Product and Solutions Engineering teams to support partner onboarding, technical discovery, and integration initiatives involving the Asgard Platform, ensuring partner requirements and business objectives are effectively communicated and addressed.
• Support partners in understanding VikingCloud's service capabilities, commercial models, and delivery processes, coordinating access to relevant training, enablement resources, and technical expertise.

Relationship Management

• Build and maintain strong, long-term relationships with external partners, including MSPs, MSSPs, technology vendors, resellers, hardware suppliers, and other strategic collaborators, ensuring alignment with VikingCloud's business objectives and mutual value creation.
• Act as the primary point of contact for partners, facilitating communication, coordinating issue resolution, and identifying opportunities for collaboration, growth, and expansion.
• Develop a deep understanding of partner business models, commercial priorities, and customer needs to strengthen relationships and support the successful delivery of partnership initiatives.
• Identify and evaluate potential partners based on strategic alignment, commercial fit, market opportunity, and ability to support VikingCloud's growth objectives.
• Develop and execute partnership strategies, including negotiating agreements, defining partnership terms, establishing KPIs, and supporting the development of joint business plans.
• Coordinate partner onboarding, training, and enablement activities to ensure partners have the knowledge, tools, and resources needed to effectively promote, sell, or support VikingCloud's solutions.

Operational Coordination

• Collaborate with Sales and Marketing teams to support partner-sourced pipeline generation, lead development, co-selling initiatives, and customer acquisition.
• Coordinate with internal teams, including Product, Solutions Engineering, Operations, and Enablement, to facilitate smooth partner onboarding, integration, and execution of partnership initiatives.
• Support the implementation of partner programs, including deal registration, enablement activities, and joint go-to-market initiatives.

Performance Monitoring & Reporting

• Establish and monitor partner KPIs, including partner-sourced revenue, pipeline generation, active producing partners, partner engagement, and business plan execution.
• Track partner performance against agreed targets, identify areas for improvement, and recommend strategies to optimize partner growth and commercial outcomes.
• Prepare regular partner performance reports and provide actionable insights to internal stakeholders to support decision-making and program development.

External Representation

• Represent VikingCloud in meetings with partners and senior external stakeholders, serving as a trusted point of contact and promoting the organization's partnership objectives and solutions.
• Facilitate communication between internal teams and external partners to address challenges, align expectations, and identify opportunities for collaboration and expansion.

Qualifications

• 5+ years of experience in Partner Management, Strategic Alliances, Channel Management, Business Development, or a related commercial role.
• Experience managing and developing B2B partnerships within the technology, cybersecurity, SaaS, or managed services industry.
• Experience working with MSPs, MSSPs, technology vendors, resellers, hardware suppliers, or other strategic partners is preferred.
• Bachelor's degree in a relevant field is preferred.

Security & Services Knowledge

• Working knowledge of cybersecurity solutions, managed security services, managed detection and response (MDR), and compliance services, with the ability to understand their value and relevance to different partner business models.
• Understanding of MSP and MSSP operating models, including how technology and security services are incorporated into partner offerings.
• Familiarity with SaaS platforms, API-based integrations, and technology-enabled service delivery, with the ability to collaborate with Product and Solutions Engineering teams on partner onboarding and integration initiatives.
• Ability to understand and communicate technical concepts to commercial stakeholders and partners, translating business needs into relevant technology and service solutions.

Relationship-Building & Stakeholder Management

• Strong relationship-building and stakeholder management skills, with the ability to establish trust and maintain long-term partnerships.
• Ability to collaborate effectively with internal teams, including Sales, Marketing, Product, Solutions Engineering, and Operations, to align objectives and support partnership initiatives.

Negotiation & Communication Skills

• Experience negotiating partnership agreements and managing commercial contracts to achieve mutually beneficial outcomes.
• Strong commercial acumen, with the ability to identify opportunities, align partner objectives, and support revenue-generating initiatives.
• Clear and effective communication skills, with the ability to present ideas, explain solutions, and align expectations with partners and internal stakeholders.

Strategic Thinking & Execution

• Ability to evaluate potential partnerships, assess market opportunities, and develop actionable partnership strategies.
• Experience coordinating cross-functional initiatives, partner onboarding, and the execution of partnership programs.
• Ability to identify opportunities for partner growth, improve collaboration, and contribute to measurable partnership outcomes.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, political affiliation or opinion, medical condition, status as a veteran, and/or any other federal, state, or local protected class.

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