Role OverviewAs the Director of Partnership Sales, you will lead our global channel and alliance strategy to drive accretive revenue growth. You will be responsible for the entire partnership portfolio-from identifying and recruiting new partners (MSPs, VARs, and Technology Alliances) to negotiating high-stakes agreements that expand our market share. This role requires a data-driven leader who can build high-performance cultures and foster long-term relationships based on mutual success.
Key Responsibilities- Partnership Strategy & Recruitment: Develop and execute a comprehensive North American and global channel strategy. Identify and proactively recruit "keystone" partners, such as major cloud data warehouses and systems integrators.
- High-Stakes Negotiation: Lead complex negotiations for commercial agreements, including tiered revenue shares, mutual API access rights, and data privacy compliance (GDPR/CCPA).
- Channel Enablement & GTM Orchestration: Work cross-functionally with Marketing and Product teams to create co-branded webinars, marketplace listings, and sales incentives (SPIFFs).
- Relationship Management: Build and maintain executive-level relationships within the partner community to ensure CyberFortress is the preferred provider for incident response and recovery services.
- Performance Analysis: Define and track key performance indicators (KPIs), such as partner-sourced revenue and deal-influence metrics, reporting progress directly to the executive board.
- Thought Leadership: Represent CyberFortress at industry events and forums, acting as a trusted advisor on the complexities of ransomware recovery and business continuity.
Qualifications- Experience: 10+ years in partner/channel management or sales within the SaaS, cloud, or cybersecurity industry.
- Industry Knowledge: Deep understanding of the backup, disaster recovery, and cybersecurity landscape, including familiarity with Veeam-powered solutions.
- Technical Proficiency: Ability to translate complex technical concepts (RTO/RPO, immutability, encryption) into value-based insights for both technical and non-technical audiences.
- Strategic Thinking: Proven track record of building and scaling partnership programs that generate significant ROI and long-term strategic advantage.
- Leadership: Exceptional interpersonal and negotiation skills, with the ability to influence stakeholders in a fast-paced, matrixed environment.
- Education: Bachelor's degree in business, Marketing, or a related field preferred.
Preferred Skills- Existing relationships within the North American and EMEA partner community.
- Familiarity with regulatory compliance standards such as SOC 2, HIPAA, and ISO 27001.
- Experience working with cybersecurity vendors to leverage MDF (Marketing Development Funds) and joint go-to-market initiatives.
Our Commitment to a Total Rewards Package:
All work and no play is no way to live. At CyberFortress, we believe in fair pay and fair play. That means we pay competitive salaries and make sure that everyone has plenty of time for life, family and friends outside of the office.
- Competitive salary.
- Company paid benefits such as Healthcare, Dental, Vision, Disability, and Life.
- Generous 401k matching.
- Pick your own equipment. You'll get a budget to spend on whatever laptop, monitor, and office equipment you desire.
- Paid time off.
- Volunteer time off.
