Strategic Partner Account Manager

Drive partner-led and partner-influenced sales motions across enterprise accounts.

Build and manage revenue forecasts and visibility into partner contribution to annual booking goals.

Identify new revenue streams, solution areas, and joint investment opportunities that directly strengthen partners’ program scoring (volume 40%, profit 35%, solution alignment 25%).

Ensure partners meet—or exceed—annual revenue targets and quarterly milestones.

Drive Strategic Partner Marketplace revenue via joint Marketplace Solutions and Account Cloud private offers

Collaborate with sales and marketing leadership to develop differentiated co-sell and joint-solution plays aligned with program objectives.

Oversee partner-funded marketing initiatives, events, enablement motions, and MDF utilization aligned with available program benefits.

Manage co-branded GTM campaigns and ensure alignment between sales, marketing, engineering, and delivery teams.

Drive execution of partner benefits including campaign templates, MDF guidance, and joint planning sessions.

Lead quarterly business reviews (QBRs), milestone tracking, and execution of program governance requirements.

Manage partner evaluation cadence—including scoring calculations (40/35/25 weighting) and performance dashboards.

Oversee partner certification requirements and ensure ongoing compliance with program criteria.

Negotiate partnership agreements, GTM programs, investment frameworks, and co-funded initiatives.

Provide structured reporting on partner performance, risks, and cure‑window statuses in alignment with program downgrade/escalation processes.

Advocate internally for partner needs and influence solution development, priorities, and customer adoption.

This role directly supports all core elements of the Strategic Partner Program, including:

Operates as the designated partner account manager responsible for execution, accountability, and strategic direction.

Leads quarterly reviews, milestone validation, and annual plan development.

Manages scoring inputs (volume, profit, solution alignment).

Ensures partners maintain certifications and meet performance thresholds.

Oversees top-tier partners, Booz Allen partners, and alliance partners within program-defined expectations.

Tailors GTM and engagement strategies across partner population types.

Owns partner booking goals, quarterly milestones, cure window management, and downgrade escalation paths.

Defy 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. We welcome applicants from all backgrounds who share our commitment to excellence and innovation.