{"id":767372,"url":"https://alion.io/job/defysecurity-strategic-partner-account-manager","title":"Strategic Partner Account Manager","company":{"id":673875,"name":"Defy Security","domain":"defysecurity.com","url":"https://alion.io/company/defysecurity","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":75,"open_postings":4,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-11-10T06:52:35Z"}},"role":"Marketing","role_family":"Marketing","seniority":null,"employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":143000,"max":204000,"currency":"USD","period":"year","gross":null,"usd_annual":204000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Office","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-08-19T21:04:42Z","employer_posted_date":"2026-08-19","last_verified_at":"2026-11-10T06:30:33Z","board_verified":true,"closed_at":null,"days_open":82,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":82},"description":"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.\nOverview\nThe Strategic Partner Account Manager is responsible for leading Defy Security’s highest-value technology partnerships and ensuring they deliver measurable impact within the Strategic Partner Program. This role integrates long-term partner strategy with the program’s structured governance model, focusing on partner performance, revenue contribution, solution alignment, and execution across the program’s six core pillars.\nFunctioning as a trusted advisor to both Defy and its strategic partners, the Strategic Partner Account Manager leads executive engagement, joint business planning, partner scoring, quarterly reviews, and program compliance. The ideal candidate brings deep ecosystem expertise and a track record of driving partnerships that materially advance growth, profitability, and strategic advantage.\nKey Responsibilities\nAll responsibilities below are aligned to the Strategic Partner Program’s structure, scoring system, and governance expectations.\n1. Strategic Relationship Leadership\nServe as primary owner of top-tier cybersecurity vendor partnerships, including partners participating in the Strategic Partner Program.\n\nLead executive business reviews, multi-year roadmap alignment, and cross-functional strategy sessions tied to program milestones.\n\nDevelop long-term partnership strategies designed to drive mutual value and support program goals across volume, profit, and solution alignment.\n\nMaintain deep understanding of each partner’s capabilities, certification status, and program obligations.\n\n2. Revenue & Business Growth (Program-Aligned)\nDrive partner-led and partner-influenced sales motions across enterprise accounts.\n\nBuild and manage revenue forecasts and visibility into partner contribution to annual booking goals.\n\nIdentify new revenue streams, solution areas, and joint investment opportunities that directly strengthen partners’ program scoring (volume 40%, profit 35%, solution alignment 25%).\n\nEnsure partners meet-or exceed-annual revenue targets and quarterly milestones.\n\nDrive Strategic Partner Marketplace revenue via joint Marketplace Solutions and Account Cloud private offers\n\n3. Go-to-Market Strategy & Execution\nCollaborate with sales and marketing leadership to develop differentiated co-sell and joint-solution plays aligned with program objectives.\n\nOversee partner-funded marketing initiatives, events, enablement motions, and MDF utilization aligned with available program benefits.\n\nManage co-branded GTM campaigns and ensure alignment between sales, marketing, engineering, and delivery teams.\n\nDrive execution of partner benefits including campaign templates, MDF guidance, and joint planning sessions.\n\n4. Operational Excellence & Program Governance\nLead quarterly business reviews (QBRs), milestone tracking, and execution of program governance requirements.\n\nManage partner evaluation cadence-including scoring calculations (40/35/25 weighting) and performance dashboards.\n\nOversee partner certification requirements and ensure ongoing compliance with program criteria.\n\nNegotiate partnership agreements, GTM programs, investment frameworks, and co-funded initiatives.\n\nProvide structured reporting on partner performance, risks, and cure-window statuses in alignment with program downgrade/escalation processes.\n\nAdvocate internally for partner needs and influence solution development, priorities, and customer adoption.\n\nAlignment to Strategic Partner Program Structure\nThis role directly supports all core elements of the Strategic Partner Program, including:\nProgram Structure & Governance\nOperates as the designated partner account manager responsible for execution, accountability, and strategic direction.\n\nLeads quarterly reviews, milestone validation, and annual plan development.\n\nMembership Criteria & Scoring\nManages scoring inputs (volume, profit, solution alignment).\n\nEnsures partners maintain certifications and meet performance thresholds.\n\nPartner Populations\nOversees top-tier partners, Booz Allen partners, and alliance partners within program-defined expectations.\n\nTailors GTM and engagement strategies across partner population types.\n\nObligations & Requirements\nEnsures partner participation in joint business planning, progress reporting, and QBRs.\n\nManages performance-based rebate eligibility and documentation.\n\nPartner Benefits\nDrives access to planning sessions, MDF guidance, joint marketing programs, and campaign assets.\n\nAnnual Plan & Review Process\nOwns partner booking goals, quarterly milestones, cure window management, and downgrade escalation paths.\n\nQualifications\n7-10+ years in strategic alliances, enterprise partner management, or ecosystem development within cybersecurity, SaaS, or IT.\n\nDeep understanding of cybersecurity vendor ecosystems, partner economics, and GTM motions.\n\nProven experience leading executive-level engagement and negotiating complex, multi-party agreements.\n\nStrong strategic planning, forecasting, and analytical capabilities.\n\nExcellent communication, presentation, and relationship-building skills.\n\nProficiency in Microsoft Office and Salesforce; experience with partner portals preferred.\n\nAbility to travel 25-30%.\n\nEqual Opportunity Commitment\nDefy 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. 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