Partner Manager
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Job Description
Partner Manager managing revenue channel for ZenGRC, a compliance SaaS company. Overseeing partnerships and driving sales through co-selling initiatives.
Responsibilities:
- Own and grow active partnerships. Drive joint pipeline through shared outbound, co-presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries.
- Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co-branded campaigns, and deal registration into ZenGRC opportunities.
- Manage and develop the federal/CMMC channel. Evaluate existing relationships and identify gaps. Build or reset partnerships that give ZenGRC co-sell visibility and deal control.
- Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation.
- Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides.
- Integrate with the sales team. Attend weekly forecast reviews. Own partner-sourced deals from first touch through close with joint accountability with the AE. No black-box forecasting from partner contacts.
Requirements:
- 5 or more years of channel or partner sales experience in B2B SaaS. GRC, InfoSec, compliance, or audit software experience is a strong plus.
- Proven track record of closed partner ARR. Not pipeline generated. Not partnerships signed. Closed revenue.
- Experience co-selling with audit firms, MSSPs, or consulting partners. Understanding of how these organizations evaluate technology partnerships and what motivates referrals.
- Ability to build and run a co-sell motion. You can run a demo, qualify a deal independently, and close with an AE. You do not depend on a partner to manage the sales cycle for you.
- Existing relationships with audit firms or MSSPs in regulated industries are a plus, provided you have a track record of converting those relationships into closed business.
- Strong pipeline discipline. You forecast from evidence. You qualify partners the same way a good AE qualifies buyers.
- Comfortable in a mid-market SaaS environment without a large supporting infrastructure. You build the playbook. You do not wait for one.
Benefits:
- We are committed to the health and safety of our people. Our people are mostly working remotely, collaborating online, and connecting over video, as they continue to deliver high-quality technology solutions
- Competitive salary and equity (we want everyone to be a stakeholder)
- Full benefits (medical, dental, vision, wellness offerings, etc.)
- Unlimited PTO, paid sick days, 11 holidays
- Collaborating with smart coworkers who put customers first
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