DescriptionLocation: San Mateo, CA
(This is a remote role)Eligibility: Must be authorized to work in the U.S. (no visa/relocation support)
About the RoleZesty is at a point where partners aren't just a channel - they're a core part of how we grow and deliver value. We're looking for someone to own that motion end-to-end and help shape what that looks like at scale.
What You Own- Partner-sourced ARR - you set the targets, you hit them
- Recruitment and activation of MSPs, VARs, SIs and resellers in the AWS/Azure/GCP ecosystem
- Full partner lifecycle: from first conversation to a live, revenue-generating GTM motion
- Joint pipeline with each partner - you build it, track it, and own the number
- Go-to-market strategy per partner segment - not a template, a real playbook
- Cloud alliance
- Executive relationships at partner organizations - you're their Zesty counterpart
- Tight collaboration with Sales, Marketing, and RevOps to convert partner pipeline into closed revenue
Requirements- 10+ years in channel/partnerships, with at least 3 years owning a partner revenue number
- Experience in a high-growth SaaS startup
- Proven track record growing MSP/VAR partnerships in the cloud ecosystem - from pipeline to closed ARR
- Deep relationships in the AWS and/or Azure partner networks
- Has built GTM motions, not just managed them
- Comfortable being the only person in the room who owns the partner P&L - no safety net
- Sharp commercial instincts: you negotiate, influence, and close
- Native-level English - written and verbal
Nice to Have- K8s domain knowledge
- FinOps or cloud cost management domain knowledge
