Channel & Partners Lead

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