Channel & Partner Marketing Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and implement RapidFort's marketing strategy for channels and partnerships, concentrating on revenue and pipeline sourced or influenced by partners.

• Design integrated marketing campaigns in collaboration with partners.

• Identify key strategic partners, target accounts, industries, and opportunities for collaborative marketing efforts.

• Develop account-based marketing campaigns for essential enterprise and Public Sector opportunities.

• Set program objectives and assess pipeline, opportunities, revenue influence, engagement, and return on investment (ROI).

• Formulate joint go-to-market (GTM) strategies with VARs, resellers, distributors, systems integrators, cloud partners, technology alliances, MSPs/MSSPs, and other strategic partners.

• Create scalable co-marketing campaigns across various channels including digital, email, account-based marketing (ABM), content, webinars, workshops, field programs, and events.

• Develop campaigns centered around product features, integrations, customer use cases, industry priorities, and strategic announcements.

• Craft joint value propositions and standardized partner marketing playbooks.

• Collaborate with Public Sector teams and government-focused partners on campaigns targeting Federal and DoD clients.

• Assist programs aimed at enhancing software supply chain security, container security, vulnerability remediation, DevSecOps, and cloud-native security.

• Organize partner marketing initiatives around government, cybersecurity, cloud, and industry events.

• Produce partner campaign kits, messaging documents, solution briefs, presentations, co-branded assets, customer success stories, email campaigns, sales tools, and digital content.

• Simplify complex RapidFort capabilities into understandable value propositions for partners and customers.

• Collaborate with Product Marketing, Product, Engineering, Sales, and Solutions Engineering to ensure precise technical messaging.

• Manage Market Development Funds (MDF) and co-marketing investments from planning through execution and ROI evaluation.

• Plan and execute joint webinars, workshops, executive roundtables, partner events, conferences, and field programs.

• Develop pre-event and post-event campaigns, ensuring leads and opportunities are followed up by Sales.

• Track and report on metrics such as partner-sourced pipeline, partner-influenced pipeline, qualified opportunities, pipeline acceleration, influenced revenue, partner engagement, campaign conversion, MDF/co-marketing ROI, event-to-opportunity conversion, and performance per partner and program.

• Utilize data to assess which programs should be scaled, altered, or discontinued.

• Establish a repeatable operating model for channel and partner marketing, activate key partners, generate measurable pipeline, enhance ecosystem visibility, maintain MDF discipline, facilitate partner enablement, and produce pipeline and revenue reports.

⛳️ Requirements

• U.S. citizenship is required due to the nature of RapidFort's work with the U.S. Department of Defense (DoD) and other federal clients.

• A minimum of 5 years of direct experience in channel, partner, alliance, or ecosystem marketing.

• Currently in a role that closely resembles channel or partner marketing, with direct responsibility for partner campaigns, joint GTM initiatives, and pipeline development.

• Proven experience in marketing in collaboration with partners.

• Experience working directly with VARs, resellers, distributors, systems integrators, technology alliances, cloud partners, MSPs/MSSPs, or similar enterprise technology partners.

• Demonstrated success in creating joint campaigns that resulted in measurable opportunities and pipeline growth.

• Proficiency in developing partner GTM plans, demand-generation campaigns, ABM strategies, events, webinars, content, and enablement materials.

• Experience managing MDF/co-marketing budgets and evaluating ROI.

• Strong understanding of B2B enterprise technology sales and intricate sales cycles.

• Experience collaborating directly with Sales and partner/channel organizations.

• Strong analytical capabilities and familiarity with measuring marketing activities against pipeline and revenue outcomes.

• Proficient in Salesforce and marketing automation tools such as HubSpot, Marketo, or equivalent platforms.

• Exceptional written and verbal communication skills.

• Ability to convey complex technical concepts into clear, commercially appealing messages.

• Capability to work independently in a fast-paced environment, taking initiatives from concept through execution and assessment.

• Highly preferred: current or recent experience in cybersecurity channel/partner marketing.

• Highly preferred: background in cybersecurity, cloud security, DevSecOps, CNAPP, vulnerability management, container security, software supply chain security, or infrastructure software.

• Highly preferred: established knowledge of the cybersecurity reseller, distribution, systems integrator, and technology-alliance landscape.

• Highly preferred: experience working with U.S. Federal/Public Sector technology partners.

• Highly preferred: familiarity with government-focused VARs, distributors, systems integrators, and technology partners serving Federal and DoD customers.

• Highly preferred: understanding of Docker, Kubernetes, containers, SBOMs, CVEs, vulnerability management, and software supply chain security.

• Highly preferred: experience contributing to the establishment or significant expansion of a partner marketing function within a rapidly growing cybersecurity or enterprise technology firm.

🏝️ Benefits

• Target annual performance bonus of 10%.

• Equity in RapidFort through stock options.

• Comprehensive medical, dental, and vision benefits.

• Paid time off along with company holidays.

• Remote-first work culture.

• Flexible work schedule options.

• Opportunities for professional development and career advancement.