Channel & Partner Marketing Manager

Channel & Partner Marketing Manager

Location:  United States — Remote

Department:  Marketing / Partnerships

Eligibility:  U.S. citizenship required due to the nature of the company's work supporting U.S. Department of Defense (DoD) and other federal customer engagements.

About the company

The company is redefining software supply chain security.

The cybersecurity industry has spent years getting better at finding vulnerabilities. The company is focused on  eliminating them .

Our platform helps organizations automatically reduce vulnerabilities and attack surface across containerized and cloud-native environments. The company combines automated container hardening, vulnerability remediation, runtime intelligence, and policy automation to help organizations deploy more secure software without requiring application code changes.

We work with commercial enterprises, U.S. government organizations, and Department of Defense customers operating some of the world's most security-sensitive environments.

As the company continues to grow, our channel and partner ecosystem is becoming an increasingly important part of how we reach customers, generate pipeline, and scale our go-to-market strategy.

The Opportunity

The company is looking for an experienced  Channel & Partner Marketing Manager  to help build the marketing engine behind our growing partner ecosystem.

We are looking for someone who is  already doing this work today .

The ideal candidate has spent at least  5 years specifically in channel, partner, alliance, or ecosystem marketing , preferably within cybersecurity, cloud security, DevSecOps, infrastructure software, or another highly technical enterprise technology market.

You should understand how cybersecurity companies generate business  to, with, and through partners  and know how to turn partner relationships into measurable pipeline.

You'll work directly with the company's Sales, Partnerships, Public Sector, and Marketing teams to develop joint go-to-market programs across our ecosystem of  VARs, resellers, distributors, systems integrators, technology alliances, cloud partners, MSPs/MSSPs, and Public Sector partners .

This is a hands-on role.

We are not looking for someone to simply coordinate partner requests or organize occasional webinars. We want someone who can identify the right partners, build the right campaigns, execute them, measure their impact, and continuously improve the programs based on pipeline and revenue.

What You'll Own

Partner Pipeline & Growth

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Build and execute the company's channel and partner marketing strategy with a clear focus on  partner-sourced and partner-influenced pipeline and revenue .

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Develop integrated campaigns  to, with, and through partners  that create qualified opportunities and accelerate existing deals.

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Work with Sales and Partnerships to identify strategic partners, target accounts, industries, and active opportunities where joint marketing can have the greatest commercial impact.

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Develop account-based partner campaigns supporting priority enterprise and Public Sector opportunities.

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Establish clear goals for each program and measure results through pipeline, opportunities, revenue influence, engagement, and ROI.

Joint Go-to-Market Programs

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Develop joint GTM plans with  VARs, resellers, distributors, systems integrators, cloud partners, technology alliances, MSPs/MSSPs, and other strategic partners .

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Build repeatable co-marketing campaigns across digital, email, ABM, content, webinars, workshops, field programs, and events.

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Create campaigns around the company product capabilities, integrations, customer use cases, industry priorities, and strategic announcements.

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Develop joint value propositions that clearly explain why customers should adopt the company alongside complementary partner technologies and services.

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Turn successful campaigns into repeatable partner marketing playbooks that can scale across the ecosystem.

Cybersecurity & Public Sector Ecosystem

The company has a significant presence supporting U.S. government and Department of Defense customers. Our Public Sector partner ecosystem is therefore an important part of this role.

You will

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Work closely with the company's Public Sector organization to develop marketing programs with government-focused partners.

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Build joint campaigns with Federal-focused  VARs, distributors, systems integrators, technology partners, and other organizations serving government customers .

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Support partner programs focused on software supply chain security, container security, vulnerability remediation, DevSecOps, and cloud-native security.

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Develop campaigns around the security challenges and requirements facing Federal and DoD organizations.

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Coordinate partner marketing around relevant government, cybersecurity, cloud, and industry events.

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Help the company identify where partner relationships can expand our reach into strategic government and regulated-industry accounts.

Partner Content & Enablement

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Give partners everything they need to successfully take the company to market.

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Develop partner campaign kits, messaging, solution briefs, presentations, co-branded assets, customer stories, email campaigns, sales tools, and digital content.

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Translate complex the company capabilities into clear partner and customer value propositions.

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Work with Product Marketing, Product, Engineering, Sales, and Solutions Engineering to ensure technical messaging is accurate, differentiated, and compelling.

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Develop materials that help partners understand  when to bring the company into an opportunity, what problems we solve, and how to position us with customers .

MDF, Events & Field Programs

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Own and manage  MDF and co-marketing investments  from planning and approval through execution and ROI measurement.

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Ensure marketing investment is concentrated on partners and programs capable of producing measurable business results.

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Plan and execute joint webinars, workshops, executive roundtables, partner events, conferences, and field programs.

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Build pre-event and post-event campaigns designed to convert engagement into sales opportunities.

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Partner closely with Sales to ensure leads and opportunities receive appropriate follow-up.

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Measure event and MDF effectiveness based on pipeline and revenue impact—not simply attendance or lead volume.

Measurement & Accountability

This is a results-driven marketing role.

You will establish and report on metrics including

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Partner-sourced pipeline

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Partner-influenced pipeline

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Qualified opportunities generated

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Pipeline acceleration

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Revenue influenced by partner programs

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Strategic partner engagement and activation

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Campaign conversion

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MDF and co-marketing ROI

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Event-to-opportunity conversion

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Performance by partner and program

You'll use data to determine which programs should be scaled, changed, or stopped.

What We're Looking For

Required

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5+ years of direct channel, partner, alliance, or ecosystem marketing experience.

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Currently performing a substantially similar channel or partner marketing role , with direct ownership of partner campaigns, joint GTM programs, and pipeline generation.

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Demonstrated experience marketing  to, with, and through partners .

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Experience working directly with  VARs, resellers, distributors, systems integrators, technology alliances, cloud partners, MSPs/MSSPs, or similar enterprise technology partners .

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Proven experience building joint campaigns that generated measurable opportunities and pipeline.

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Experience developing partner GTM plans, demand-generation campaigns, ABM programs, events, webinars, content, and enablement.

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Experience managing  MDF/co-marketing budgets and measuring ROI .

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Strong understanding of B2B enterprise technology sales and how channel partners influence and participate in complex sales cycles.

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Experience working directly with Sales and partner/channel organizations—not simply supporting them from a central marketing function.

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Strong analytical skills and experience measuring marketing activity against pipeline and revenue.

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Experience with Salesforce and marketing automation platforms such as HubSpot, Marketo, or equivalent.

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Excellent written and verbal communication skills.

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Ability to translate complex technical concepts into clear, commercially compelling messaging.

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Ability to operate independently in a fast-moving environment and take programs from idea through execution and measurement.

Highly Preferred

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Current or recent cybersecurity channel/partner marketing experience.

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Experience with cybersecurity, cloud security, DevSecOps, CNAPP, vulnerability management, container security, software supply chain security, or infrastructure software.

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Established understanding of the  cybersecurity reseller, distribution, SI, and technology-alliance ecosystem .

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Experience working with  U.S. Federal/Public Sector technology partners .

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Familiarity with government-focused VARs, distributors, systems integrators, and technology partners supporting Federal and DoD customers.

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Understanding of cloud-native technologies such as  Docker, Kubernetes, containers, SBOMs, CVEs, vulnerability management, and software supply chain security .

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Experience helping build or significantly scale a partner marketing function at a high-growth cybersecurity or enterprise technology company.

The Person We're Looking For

You are already a partner marketer.

You can sit down with a Channel leader, AE, partner, or reseller and quickly determine  what we should do together, who we should target, how we should reach them, what the campaign should say, and how we'll measure whether it worked .

When discussing a successful program you've run, you can talk about more than impressions and leads. You can explain the partner involved, target accounts, campaign strategy, investment, execution, opportunities generated, pipeline created, and business outcome.

You understand that a partner logo on a website isn't a partnership.

Successful partner marketing means creating programs that give partners a reason to engage, give sellers a reason to collaborate, and ultimately create customer opportunities.

You are comfortable working strategically, but you're equally comfortable rolling up your sleeves and executing.

What Success Looks Like

During your first year, we expect you to help the company

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Establish a repeatable channel and partner marketing operating model.

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Activate priority partners with meaningful joint GTM programs.

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Build measurable  partner-sourced and partner-influenced pipeline .

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Develop repeatable campaigns that can be deployed across multiple partners.

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Improve the company's presence within the cybersecurity and Public Sector partner ecosystem.

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Establish clear MDF investment and ROI discipline.

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Create strong partner-facing messaging and enablement.

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Build reporting that shows which partners and programs are contributing to pipeline and revenue.

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Become a trusted marketing partner to the company's Sales, Public Sector, and Partnerships organizations.

Compensation

The expected base salary range for this position is  $120,000–$160,000 USD annually , depending on experience, qualifications, and location.

This role is also eligible for

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10% target annual performance bonus

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Equity in the company through stock options

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Medical, dental, and vision benefits

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Paid time off and company holidays

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Remote-first work environment

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Flexible work arrangements

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Professional development and career growth opportunities

Why the company

The company is at a stage where the person joining this role can have a meaningful impact on how we build our partner ecosystem.

You won't be inheriting a rigid playbook. You'll work directly with leaders across Marketing, Sales, Partnerships, Public Sector, Product, and Engineering to help determine how the company scales through partners.

Most importantly, your work will be measurable.

You'll be able to see the connection between the programs you build, the partners you activate, the opportunities you create, and the company's growth.

If you're already building successful partner marketing programs in cybersecurity or enterprise technology and want the opportunity to help build the next stage of a partner marketing function, we'd like to hear from you.

The company is an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive workplace.