Best suited to mid-level professionals with structured partner program experience working in cybersecurity or enterprise technology ecosystems.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Defy Security via Ashby
Defy Security is a fast-growing cybersecurity company helping enterprises nationwide reduce complexity and make smarter security decisions. We bring deep technical expertise and a vendor-neutral approach to ensure our customers get the right solutions — every time. Our culture, certified as a Great Place to Work®, values teamwork, innovation, and people who take initiative. If you’re looking for a place where you can grow and make a meaningful impact, we’d love to meet you.
Overview
The Growth Partner Account Manager plays a critical role in advancing Defy Security’s Growth Partner Program—a structured, performance-based tier designed to mature emerging partners into strategic contributors. This role is responsible for operationalizing the Growth Partner framework across a defined portfolio of partners ranked #9–40 in Defy’s ecosystem, ensuring disciplined execution of partner standards, quarterly performance governance, and joint business planning.
Acting as the primary driver of partner progression, the Growth Partner Account Manager oversees revenue attainment, sourced pipeline health, program adherence, and sponsor coordination. This individual is accountable for enabling partner capability development, facilitating joint investments, and ensuring each partner meets the program’s explicit thresholds, including booked revenue, contract closures, and pipeline creation. Success requires strong executive presence, analytical rigor, and the ability to enforce structure while fostering long-term partner growth.
Key Responsibilities
Program Execution & Partner Governance
- Lead the end-to-end management of assigned partners within the Growth Partner tier, ensuring adherence to program structure, performance thresholds, and review cycles.
- Execute quarterly business reviews aligned to the Growth Program governance model, providing transparent, data-driven assessments of progress against revenue, contract, and pipeline targets.
- Coordinate with assigned partner sponsors to maintain regional or capability alignment, joint target account focus, and escalation paths.
Partner Development & Performance Management
- Guide partners through the 18‑month Growth cycle with structured planning, capability development, and measurable milestones.
- Enforce program thresholds, including annual minimums for booked revenue, contract closures, and sourced pipeline.
- Initiate structured 30‑day recovery plans when thresholds are missed, managing corrective actions and reporting outcomes.
Sales & Revenue Leadership
- Drive partner-led and partner-influenced revenue growth by aligning partners with Defy’s solution domains, sales priorities, and named-account strategies.
- Identify high-impact opportunities within joint target account lists and accelerate partner execution through coaching, resource coordination, and strategic alignment.
- Track partner performance across sourced pipeline, active deals, and attach opportunities, using insights to direct joint investments.
Go-to-Market & Joint Investment Activation
- Build and execute joint business plans that leverage program benefits such as co-marketing, solution enablement, and priority access to market intelligence.
- Manage partner-funded and joint-funded initiatives, ensuring accurate ROI tracking and alignment with program progression goals.
- Align partners’ solution capabilities and market motions to customer needs and the expectations of Defy’s strategic path.
Operational Excellence & Program Discipline
- Maintain comprehensive reporting on partner performance, progression gates, investment utilization, and engagement health.
- Drive operational consistency across partner communications, planning sessions, performance reviews, and sponsor alignment checkpoints.
- Serve as the primary escalation manager for partner issues, coordinating with cross-functional internal teams to resolve roadblocks quickly and transparently.
Qualifications
- 5–10+ years in partner management, channel development, or ecosystem leadership within cybersecurity, SaaS, or enterprise technology.
- Proven experience managing structured partner programs with clear thresholds, investment alignment, and performance accountability.
- Deep understanding of channel ecosystems including VARs, technology alliances, and co-selling frameworks.
- Demonstrated ability to influence senior stakeholders and enforce disciplined execution standards.
- Strong analytical and strategic planning abilities; proficiency in interpreting revenue, pipeline, and performance metrics.
- Exceptional communication, negotiation, and executive presentation skills.
- Experience with Salesforce, partner portals, and revenue/pipeline analytics tools.
- Ability to travel up to 25–30%.
EQUAL OPPORTUNITY COMMITMENT
Defy Security is an Equal Opportunity Employer committed to diversity, inclusion, and equity. We prohibit discrimination of any kind and provide equal employment opportunities to all applicants and employees regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We welcome applicants from all backgrounds who share our commitment to excellence and innovation.
Source: Defy Security careers (Ashby)