Channel & Partners Lead
Build and manage strategic partnerships with security firms, consultancies, and vendors to drive revenue through channel sales and co-marketing. Requires 6+ years in channel sales or BD, deep security ecosystem knowledge, and executive relationship skills.
About the job
What You'll Do
- Manage Strategic Security Partner Relationships: Build and lead Socket's alliances with key security consulting firms, system integrators, and technology vendors. Create long-term value through strong executive engagement and multi-level stakeholder relationships.
- Create & Execute Partnership Strategies: Build and implement annual partner plans with specific revenue targets, key milestones, and success metrics. Coordinate cross-functional teams to ensure partnerships deliver measurable business impact.
- Build and Launch Channel Sales Motions: Create joint go-to-market strategies that capitalize on supply chain security trends, partner strengths, and market opportunities within security ecosystems to accelerate revenue growth.
- Cultivate Executive-Level Partnerships: Establish and maintain trusted C-level relationships between Socket and security ecosystem partners, serving as a strategic liaison and business connector.
- Drive Sales & Partner Enablement: Orchestrate internal training and partner field support, ensuring Socket's sales teams and partner organizations understand how to position and sell joint security solutions effectively.
- Execute Co-Marketing & Pipeline Generation: Partner with marketing teams to deliver high-impact co-branded initiatives, security events, and content strategies that build pipeline and enhance market presence.
- Conduct Partnership Performance Reviews: Run comprehensive business reviews with partners to assess progress, analyze key metrics, and identify data-driven opportunities for growth and optimization.
What You'll Bring
- 6+ years of experience in Channel Sales, Partnership Management, or Business Development, with strong preference for security, AppSec, or enterprise software backgrounds selling into CISO and security organizations.
- Deep knowledge of enterprise security ecosystems, including understanding how security consultancies, managed services providers, and system integrators serve enterprise clients and position security solutions.
- Strong security domain knowledge; ability to engage confidently with security executives and technical teams about supply chain risks, vulnerability management, and enterprise security strategies.
- Proven track record in relationship development with experience navigating complex security organizations and driving cross-functional alignment in consulting and enterprise settings.
- Strategic mindset with the ability to translate partnership vision into revenue execution while being hands-on with deal closure and partner success initiatives.
- Experienced dealmaker with demonstrated success in end-to-end partner negotiations, including agreements, service level commitments, and revenue structures.
- Strong executive communicator with confident presentation skills and experience engaging CISO-level decision makers and security leadership teams.
- Revenue-focused mindset with proven ability to build channel programs, drive partner-generated revenue, and identify opportunities that create mutual value across partnerships.
Benefits
- Market competitive salary bands
- Meaningful equity program
- Comprehensive health benefits for you and your family
- Flexible time-off, holidays, and winter shutdown to rest & recharge
- Paid parental leave
- Remote-first, with quarterly team off-sites
Skills
Channel Sales, Partnership Management, Business Development, Appsec, Supply Chain Security, Vulnerability Management, Ciso Engagement, Go-To-Market Strategies, Revenue Negotiations, Partner Enablement
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