Channel & Partners Lead

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

📋 Description

• Oversee Strategic Security Partner Relationships: Develop and lead Socket's collaborations with prominent security consulting firms, system integrators, and technology providers. Generate long-term value through robust executive engagement and relationships with multiple stakeholders.

• Develop & Implement Partnership Strategies: Formulate and execute annual partnership plans featuring specific revenue goals, key milestones, and success indicators. Coordinate cross-functional teams to guarantee that partnerships yield measurable business outcomes.

• Establish and Launch Channel Sales Initiatives: Design joint go-to-market strategies that leverage supply chain security trends, partner strengths, and market opportunities within security ecosystems to boost revenue growth.

• Foster Executive-Level Partnerships: Build and sustain trusted relationships at the C-level between Socket and security ecosystem partners, acting as a strategic liaison and business connector.

• Enhance Sales & Partner Enablement: Organize internal training and partner field support, ensuring that Socket's sales teams and partner organizations are equipped to effectively position and sell joint security solutions.

• Implement Co-Marketing & Pipeline Development: Collaborate with marketing teams to execute high-impact co-branded initiatives, security events, and content strategies that generate leads and strengthen market presence.

• Conduct Partnership Performance Assessments: Facilitate comprehensive business reviews with partners to evaluate progress, analyze key metrics, and uncover data-driven opportunities for growth and enhancement.

⛳️ Requirements

• Minimum of 6 years of experience in Channel Sales, Partnership Management, or Business Development, with a strong preference for backgrounds in security, AppSec, or enterprise software selling to CISO and security organizations.

• Extensive understanding of enterprise security ecosystems, including insights into how security consultancies, managed service providers, and system integrators support enterprise clients and position security solutions.

• Strong security domain expertise; ability to engage confidently with security executives and technical teams regarding supply chain risks, vulnerability management, and enterprise security strategies.

• Proven history of relationship development with experience navigating complex security organizations and fostering cross-functional alignment in consulting and enterprise environments.

• Strategic thinker capable of translating partnership vision into revenue execution while being actively involved in deal closure and partner success initiatives.

• Experienced negotiator with a successful track record in comprehensive partner negotiations, including agreements, service level commitments, and revenue structures.

• Strong executive communicator with effective presentation skills and experience engaging CISO-level decision-makers and security leadership teams.

• Revenue-driven mindset with a proven ability to build channel programs, drive partner-generated revenue, and identify opportunities that create mutual value across partnerships.

🏝️ Benefits

• Market competitive salary bands

• Meaningful equity program

• Comprehensive health benefits for you and your family (99% coverage)

• Flexible time-off, holidays, and winter shutdown to rest & recharge

• Paid parental leave

• Remote-first, with quarterly team off-sites