Founding Channel Lead
Owns channel partnerships from scratch at a cloud security startup, building programs with MSSPs/VARs, driving partner-influenced pipeline via co-sell and events, and shaping GTM strategy. Requires commercial acumen, technical credibility with security pros, and data-driven execution. Onsite in NYC.
About the job
Responsibilities
- Design a partnership strategy for Tracebit, exploring partner types and motions that drive revenue for cloud security products like ours.
- Drive partner-sourced and partner-influenced pipeline through joint GTM plans, co-sell motions, shared events, and partner enablement.
- Operate as part of the sales team: run co-sell with AEs, collaborate with marketing on events/campaigns, and provide partner feedback to product.
- Own presence at industry events like Black Hat and RSA to build Tracebit's reputation with partners.
- Act as market intelligence source on objections, competitors, and buyer behavior.
- Help shape broader go-to-market strategy with direct access to CEO and sales leadership.
Requirements
- Commercially sharp with strategic thinking to design joint GTM motions and translate value into business outcomes.
- Ability to create a custom playbook by analyzing what's working and experimenting with new motions.
- Credible with technical buyers, especially security professionals and MSSPs; quick to learn and represent the product.
- Organized and data-driven: track pipeline, partner performance, and deal attribution rigorously.
- Good judgment and high standards to represent Tracebit's brand to elite security teams.
Nice-to-Haves
- Experience building a partner program.
- Strong commercial generalist excited to own from scratch.
Skills
Go-to-Market Strategy, Channel Partnerships, Partner Enablement, Co-Sell Motions, Pipeline Management, Mssps, Vars, Sales Operations, Market Intelligence, Event Coordination
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