Partnership Manager

Zania; San Francisco (CA); On-site; USD 200,000 - 260,000; Full time

Benefits offered by this job

Competitive salary + equity

Flexible PTO

Medical, dental, and vision insurance

Meals and snacks in the office

Relocation and immigration support

Job summary

Zania in San Francisco seeks a VP of Security & GRC Partnerships to build the partner channel and scale revenue with top enterprise clients.

You will define the strategy, sign and launch partners, run enablement and co-sell programs, and drive partner-sourced pipeline with the founders and sales team to embed Zania’s GRC agents in Fortune 500 deals.

Qualifications

• GRC or security background with ability to speak credibly with CISOs, auditors, and risk leaders.
• Experience with advisory firms, auditors, MSSPs, and platform vendors.
• Proven track record of generating partner-sourced pipeline and revenue.

Responsibilities

• Define partner strategy: advisory/audit firms, MSSPs, resellers, tech partners, and cloud marketplaces.
• Recruit, negotiate, sign partnerships, and lead enablement and co-sell plans.
• Drive partner-sourced and influenced pipeline with account mapping and joint deals.
• Collaborate with product/engineering on integrations with GRC, ticketing, and security tools.
• Launch and grow AWS/Azure Marketplace co-sell programs.
• Build partner agreements, tiers, incentives, and reporting for scale.

Skills

GRC background

Ecosystem knowledge

Deal-making

Revenue focus

Builder mentality

Relationship management

Education

Bachelor's degree in Business or Information Security

Job description

Why Zania

Every enterprise spends millions of dollars on Governance, Risk, and Compliance (GRC). It's one of the most critical, yet universally painful, parts of running a business. For decades, this industry has been dominated by legacy systems with notoriously low NPS scores, making it totally ripe for disruption.

Why Zania

Every enterprise spends millions of dollars on Governance, Risk, and Compliance (GRC). It's one of the most critical, yet universally painful, parts of running a business. For decades, this industry has been dominated by legacy systems with notoriously low NPS scores, making it totally ripe for disruption.

Zania is building agentic AI for Governance, Risk, and Compliance (GRC) to solve this massive problem. We are on a rocketship trajectory, creating intelligent agents that automate and augment the most complex risk and compliance workflows. We have found exceptional product-market fit and are scaling our team very quickly. Some reasons to join Zania are:

• Dream Customers: Our customers are the most notable enterprises in the world, including FAANG, Big 4 firms, and a portfolio of top customers.
• Tier 1 Backing: Funded by a leading Tier 1 venture capital fund. Series A led by NEA, with Anthropic and Menlo Ventures. $18M raised to build a generational company.
• World-Class Team: Zania is hiring the best. Our team includes AI and Security leaders from Airbnb, Microsoft, Bain & Company, Deloitte, PwC, Brex, and Instacart.
• Hyper-Growth: We have seen 10x ARR growth in the last year and are rapidly expanding.
• Competitive Compensation & Equity.

The Role

As VP of Security & GRC Partnerships, you will build the partner channel that puts Zania's GRC agents in front of enterprises we can't reach alone. This is a founding partnerships role: you will define the strategy, sign and launch the first partners, and turn those relationships into sourced and influenced revenue.

The GRC ecosystem runs on trusted advisors and platforms: Big 4 and advisory firms, audit and assessment firms, MSSPs, GRC and security platforms, and cloud marketplaces. You will work with the founders and sales team to build partnerships that create pipeline, speed up deals, and make Zania part of how compliance work gets delivered.

What You'll Do

• Build the partner strategy: Define which partner types matter most (advisory and audit firms, MSSPs, resellers, technology partners, and cloud marketplaces), and focus on the ones that will move revenue.
• Recruit and launch partners: Source, negotiate, and sign partnerships, then run enablement, joint go-to-market plans, and the first co-sold deals.
• Drive partner-sourced pipeline: Own partner-sourced and influenced pipeline targets, working closely with AEs on account mapping, co-selling, and deal registration.
• Technology and integration partnerships: Work with product and engineering on integrations with the GRC, ticketing, and security tools our customers already use.
• Marketplace motion: Launch and grow Zania's listings and co-sell programs with cloud marketplaces such as AWS and Azure.
• Build the playbook: Set up partner agreements, tiers, incentives, deal registration, and reporting so the program can scale.

Representative Projects

• Sign an advisory firm's risk practice as a delivery partner, co-design a joint offering for third-party risk assessments, and close the first joint customer within a quarter.
• Launch Zania on AWS Marketplace and co-sell with AWS account teams on Fortune 500 opportunities.
• Build a referral program with audit and assessment firms that become a repeatable source of qualified pipeline.

What You Have

• GRC or security background (required): You have worked in governance, risk, compliance, or cybersecurity, and you can speak credibly with CISOs, auditors, and risk leaders about their programs and frameworks.
• Ecosystem knowledge: You understand how the security, risk, and compliance ecosystem works, including advisory firms, auditors, MSSPs, and platform vendors, and how they make money.
• Deal-making skills: You can find the mutual value in a partnership, negotiate terms, and get to signature.
• Revenue focus: You measure partnerships by pipeline and closed revenue, not logos on a slide.
• Builder mentality: You have built or scaled a partner program from little or nothing and are comfortable owning it end to end.
• Relationship management: Executive presence and a proven ability to build trust with partner leaders and internal sales teams.

Minimum Qualifications

• Bachelor's degree in Business, Information Security, or a related field, or equivalent practical experience.
• 5+ years of experience in partnerships, channel, alliances, or business development at a B2B SaaS company.
• 3+ years of direct experience in GRC or cybersecurity, whether at a GRC or security vendor, an advisory or audit firm, an MSSP, or in an in-house GRC or security function.
• Experience working with cybersecurity or GRC partners such as advisory firms, auditors, resellers, MSSPs, or technology alliances.
• Proven track record of generating partner-sourced pipeline and closed revenue.
• Strong structured written and verbal communication skills.

Nice to Have

• Experience at a Big 4 or advisory firm, or managing alliances with one.
• Experience launching on AWS or Azure Marketplace and running co-sell motions.
• Familiarity with GRC frameworks (SOC 2, ISO 27001, NIST) and platforms (ServiceNow IRM, OneTrust, Archer, AuditBoard).
• Experience as an early partnerships hire at a startup.

Compensation & Benefits

• Competitive salary + significant equity
• Flexible PTO
• Medical, dental, and vision insurance
• Meals and snacks in the office
• Relocation and immigration support

Zania is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.

Compensation Range: $200K - $260K