Note: The job is a remote job and is open to candidates in USA. Defy Security is a fast-growing cybersecurity company helping enterprises reduce complexity and make smarter security decisions through technical expertise and vendor-neutral solutions. The Growth Partner Account Manager manages a portfolio of emerging partners, driving program governance, revenue attainment, pipeline health, partner development, joint business planning, and investment activation.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 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%
Benefits
- Bonus
- Remote work
- Co-marketing, solution enablement, and priority access to market intelligence as program benefits for partners
- Great Place to Work® certified culture
Company Overview