Description
Sentrycs is seeking an experienced, commercially focused, and highly collaborative Lead Partner Manager to own and develop some of the company’s most important strategic partnerships in the United States & Canada
Sentrycs works with a diverse ecosystem of partners, ranging from major technology and defense companies where Sentrycs technology is integrated into a broader platform or solution, to large-scale resellers and channel partners that extend Sentrycs’ reach into key markets and customers.
The Lead Partner Manager will be responsible for developing these relationships from partnership strategy through enablement and execution, ensuring that each relationship has clearly defined objectives, strong executive and operational alignment, and measurable commercial outcomes.
The role will manage both strategic technology partnerships and reseller/channel partnerships. Technology partnerships may involve integrating Sentrycs’ Counter-UAS technology into a partner’s platform, C2 environment, security solution, or broader offering. Channel partnerships will focus on building partner capability, developing pipeline, supporting opportunities, and generating sustainable revenue through the partner.
The Lead Partner Manager will serve as the primary business owner for assigned strategic partners, coordinating across Sales, Product, Engineering, Customer Success, Marketing, Legal, and Operations to ensure commitments are delivered and opportunities progress.
The ideal candidate combines strong commercial judgment with an ability to understand technology and complex solutions. They are comfortable working with senior executives, sales organizations, product teams, and technical stakeholders and can translate a strategic partnership into an actionable business plan.
Responsibilities
- Own and develop a portfolio of Sentrycs’ most important strategic, technology, and channel partnerships.
- Serve as the primary commercial and relationship owner for assigned partners, building strong relationships across all levels from executives and key stake holders to the field sellers themselves.
- Develop and maintain joint business plans with strategic partners, including revenue objectives, target markets, priority customers, product and integration requirements, go-to-market activities, and measurable milestones.
- Identify opportunities to expand Sentrycs’ market reach through partner platforms, sales channels, customer relationships, and complementary technologies.
- Manage technology partnerships where Sentrycs capabilities are integrated into partner platforms, products, C2 environments, or broader security solutions.
- Work closely with Sentrycs Product and Technical Integration Specialists to define integration priorities, coordinate partner requirements, and ensure technical activities support agreed commercial objectives.
- Manage reseller and channel relationships, ensuring partners are appropriately enabled, trained, commercially aligned, and actively developing opportunities.
- Build and maintain partner-generated pipeline and work closely with Sentrycs Sales to progress opportunities through qualification, demonstration, evaluation, proposal, and close.
- Establish clear expectations with partners around opportunity registration, pricing, forecasting, customer ownership, sales engagement, and go-to-market responsibilities.
- Coordinate joint customer engagements, demonstrations, events, campaigns, product launches, and other go-to-market activities.
- Identify and develop opportunities for Sentrycs to become an embedded or preferred component within broader partner solutions.
- Develop strong understanding of each partner’s strategy, products, customers, sales organization, competitive environment, and market priorities.
- Conduct regular partner business reviews to assess pipeline, revenue, technical progress, joint initiatives, challenges, and future opportunities.
- Maintain accurate forecasts and reporting for partner-generated opportunities, revenue, and key partnership milestones.
- Lead commercial discussions with partners including partnership structures, pricing frameworks, reseller models, joint offerings, and go-to-market agreements.
- Identify issues that could impact a partnership and proactively coordinate the appropriate internal and partner resources to resolve them.
- Represent the voice of strategic partners internally, providing structured feedback on market requirements, product capabilities, competitive developments, and emerging opportunities.
- Maintain a strong understanding of the Counter-UAS market, partner ecosystem, competitive landscape, and evolving requirements across Defense, Homeland Security, Public Safety, and Critical Infrastructure.
Requirements
- 5+ years of experience in strategic partnerships, channel management, business development, enterprise sales, alliances, or a related commercial role within a technology-driven organization.
- Demonstrated experience managing complex, high-value relationships with large technology companies, systems integrators, defense companies, resellers, or strategic partners.
- Proven ability to develop partnerships that produce measurable commercial outcomes, including pipeline and revenue.
- Experience developing and executing joint business plans and go-to-market strategies with external partners.
- Strong commercial acumen with experience navigating pricing, margins, commercial agreements, forecasting, and complex sales opportunities.
- Strong executive communication and relationship-management skills.
- Excellent written and verbal communication skills with the ability to communicate effectively with senior executives, sales teams, technical teams, and customers.
- Strong organizational and project-management skills with the ability to manage multiple strategic relationships and initiatives simultaneously.
- Ability to operate independently, establish priorities, and drive initiatives through completion.
- Willingness to travel regularly within the United States and occasionally internationally to support partners, customers, events, and internal meetings.
Preferred Qualifications
- Experience managing partnerships within defense, homeland security, public safety, critical infrastructure, or adjacent technology markets.
- Experience working with major defense contractors, systems integrators, public-sector resellers, or large technology platforms.
- Experience managing both technology/integration partnerships and reseller/channel partnerships.
- Experience with UAS, Counter-UAS (C-UAS), RF technologies, sensors, C2 platforms, security technology, or related systems.
- Familiarity with government procurement and the U.S. federal, state, and local public-safety markets.
- Experience negotiating and managing reseller, distribution, technology partnership, or strategic alliance agreements.
Key Competencies
- Strategic partnership development
- Executive relationship management
- Partner business planning
- Channel and reseller management
- Technology partnership management
- Commercial negotiation
- Pipeline management and forecasting
- Technical and business communication
- Organization and prioritization
- Proactivity, ownership, and accountability
What Success Looks Like
Successful candidates will:
- Build strong, trusted relationships with senior stakeholders across Sentrycs’ most important strategic partners.
- Establish clear business plans, objectives, ownership, and measurable milestones for each major partnership.
- Convert strategic partnerships into qualified pipeline, revenue, market access, and scalable go-to-market opportunities.
- Increase the number of opportunities where Sentrycs is incorporated into broader partner solutions and customer offerings.
- Build productive reseller relationships where partners actively identify, develop, and close opportunities rather than simply maintaining a reseller agreement.
- Maintain clear visibility into partner pipeline, forecasts, integration activities, commercial initiatives, and upcoming milestones.
- Identify underperforming partnerships early and establish clear actions to improve performance or redirect resources.
- Become a trusted internal authority on Sentrycs’ strategic partner ecosystem and a trusted external representative of Sentrycs with major partners.
5+ years in strategic partnerships, channel management, business development, or enterprise sales; proven ability to manage complex relationships and drive measurable commercial outcomes; strong communication and project management skills; willingness to travel regularly within the US and occasionally internationally.
Key Responsibilities
- developing partnerships
- managing channel relationships
- driving commercial outcomes
Job Details
- Category: Business Development
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States or Canada
- Languages: English
About Sentrycs
A technology company developing modular counter-drone solutions for security and defense. — Industry: Information Technology