Strategic Partner Manager

TL;DR

Strategic Partner Manager (Defence/Security): Lead engagement with hyperscalers, system integrators, and technology partners to deliver secure collaboration solutions with an accent on building partner ecosystem driving Net New ARR. Focus on pipeline generation, joint business plans, co-selling orchestration, and marketplace optimization.

Location: Based in the UK

Company

Leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure, trusted by U.S. Department of War and Fortune 500s.

What you will do

• Own partner-sourced revenue targets by identifying and qualifying new opportunities through hyperscalers, ecosystem partners, and system integrator projects.
• Develop and execute joint business plans and go-to-market strategies targeting high-yield defence, intelligence, security, and critical infrastructure accounts.
• Drive hirify.global presence in hyperscaler marketplaces via co-sell programs and private offers to accelerate procurement.
• Facilitate co-selling between hirify.global sales and partner teams, including joint account planning and seamless hand-offs.
• Manage relationships with hyperscalers, recruit and enable global system integrators and ecosystem partners serving ICP.
• Report on Net New ARR, partner-influenced pipeline, and conversion rates to VP Sales EMEA & APAC.

Requirements

• Minimum 10+ years in Partner Management, Alliances, or Channel Sales in enterprise software.
• Deep familiarity with Defence, Intelligence, or Cybersecurity landscapes, including procurement cycles (e.g., MOD, NATO, CNI).
• Strong understanding of cloud infrastructure (SaaS vs. On-Prem) and regulated industry security requirements.
• Proven track record managing global relationships from a UK base across multiple time zones.

Nice to have

• Track record exceeding partner revenue targets and delivering high-impact programs.
• Expertise in structured selling methodologies like MEDDPICC.
• Experience leveraging Generative AI and LLMs for productivity.
• Ability to build partner strategies from vision to execution.
• International travel willingness for partners and deals.

Culture & Benefits

• Remote-first, open-source company with high-performance sales culture.
• Mission-critical impact in secure collaboration for defence and security teams.
• Rapidly scaling organization defining the secure collaboration category.
• Market-based pay based on skills, experience, location, and market conditions.
• EEO employer committed to diversity and accommodations.