Partner Manager

Get AI-powered advice on this job and more exclusive features. At Defy Security, we are dedicated to protecting organizations from evolving cyber threats with world-class cybersecurity solutions and services. As a high-growth industry leader and trusted partner to enterprise clients, we thrive in a dynamic environment where innovation, accountability, and teamwork fuel success. Our people are at the heart of what we do, and we are committed to building an inclusive culture where every team member can make an impact and grow their career. Position Overview The Partner Manager will own strategic relationships with key strategic and emerging cybersecurity technology partners, driving collaboration, joint go-to-market execution, and revenue growth. Acting as the primary liaison between Defy and partner organizations, this role ensures alignment across sales, marketing, and technical teams to deliver integrated solutions and measurable business impact. The Partner Manager will play a pivotal role in strengthening vendor relationships, maximizing partner-funded opportunities, and enabling field teams with partner-driven solutions. The ideal candidate is a relationship builder with a strong channel background who thrives in a fast-paced, high-growth environment. They are proactive, results-driven, and comfortable engaging at both the tactical and executive level to translate partnerships into tangible revenue outcomes. Success in this role requires a balance of strategic vision, operational excellence, and a collaborative, team-first mindset. Key Responsibilities Strategic Relationship Management Serve as the primary point of contact for assigned strategic and emerging technology partners, fostering strong, trust-based relationships. Lead recurring partner meetings and quarterly business reviews to track performance, pipeline, and growth opportunities. Represent Defy’s culture and values in all external engagements. Collaborate with sales leadership to align partner strategies with regional sales goals and pipeline priorities. Drive incremental revenue through joint sales initiatives, solution alignment, and effective use of MDF (Market Development Funds). Provide visibility into partner contributions to pipeline and margin opportunities. Partner with marketing to create and execute joint campaigns, events, and co-branded initiatives that showcase integrated value to customers. Evaluate the impact of partner-funded activities and recommend improvements for future engagement. Work cross-functionally with service and technology partner teams to support customer adoption of integrated solutions. Operational Excellence Track and manage partner escalations from origin to resolution with timely updates to stakeholders. Consistently report progress, metrics, and partnership impact to internal leadership and partner contacts. Contribute to continuous improvement of partner engagement processes and tools. Qualifications 7+ years of experience in partner management, partner marketing, or sales, ideally within cybersecurity, IT, SaaS, or channel environments. Deep understanding of the channel ecosystem, including VARs, distributors, technology vendors, and service providers. Strong relationship-building and collaboration skills with a track record of long-term partnership success. Excellent communication, presentation, and organizational skills, including comfort engaging executive-level stakeholders. Proven ability to set, track, and exceed KPIs aligned with both strategic and tactical objectives. High attention to detail with strong prioritization and time management in fast-paced settings. Adaptable and proactive communicator who thrives in dynamic environments and can balance strategic vision with tactical execution. Collaborative team player who is approachable, dependable, and solutions-oriented. Proficiency in Microsoft Office (Excel, PowerPoint) and Salesforce; experience with partner portals and enablement tools preferred. Ability to travel up to 25–30%. Why Defy Security? At Defy Security, we believe our people are our greatest asset. As a Great Place to Work® recognized company, we offer: A dynamic, remote-first work environment. Opportunities to build trusted partnerships that directly contribute to Defy’s growth. Close collaboration with executive leadership, sales teams, and top cybersecurity vendors. A culture built on innovation, accountability, and teamwork. Competitive compensation, comprehensive benefits, and professional development opportunities. #J-18808-Ljbffr Defy Security