Partner Account Manager

Partner Account Manager

We are seeking a dynamic and results-driven Partner Account Manager that is responsible for managing and expanding Defense Storm's product partner ecosystem. This includes strengthening relationships with existing partners such as Allure Security, Q6 Cyber, Crowd Strike, Carbon Black, PDQ and KnowBe4, and driving pipeline generation in collaboration with our Customer Success team and contributing to consistent increases in Annual Recurring Revenue (ARR) quarter-over-quarter.

Additionally, the Partner Account Manager will identify and develop new partnership opportunities that align with Defense Storm's strategic goals.

Location:

Atlanta, GA Remote

Job Duties and Responsibilities:

• Serve as the primary liaison for existing product partners, maintaining strong, productive relationships.
• Lead quarterly business reviews, performance tracking, and joint planning sessions with each partner.
• Negotiate partner renewals, commercial terms, and co-marketing agreements.
• Collaborate cross-functionally with Product, Customer Success, Sales, and Marketing to ensure partner success and alignment with Defense Storm's roadmap.
• Drive internal education and enablement on partner products and integrations.
• Develop and maintain partner sales collateral, use cases, and positioning assets in collaboration with Marketing.
• Ensure integrations and partner offerings are effectively represented in product documentation and sales tools.
• Collaborate with Customer Success and Sales teams to co-develop joint go-to-market strategies.
• Drive partner-sourced and partner-influenced pipeline growth.
• Track and report on partner performance, pipeline contribution, and ARR impact.
• Work with Defense Storm's CISO to review partner due diligence documentation annually.
• Update pricing annually for all partner products and solutions sold by Defense Storm in collaboration with Product leadership.
• Assist with the creation of new SKUs and sales orders as needed.
• Negotiate partner discounts in support of new client and cross-sale opportunities ensuring profit margin goals are met.
• Assist with partner sponsored events in collaboration with marketing and sales.
• Continuously monitor the cybersecurity and fraud prevention ecosystem for new partnership opportunities aligned to Defense Storm's Threat Fusion strategy.
• Evaluate potential partners for technical compatibility, strategic fit, and business potential.
• Support business case development and due diligence for new integrations or partnerships.
• Collaborate with Product and Engineering teams to scope integration requirements and partnership structures.
• Contribute to Defense Storm's broader product and go-to-market strategy by providing insights from the partner landscape.
• Act as the voice of the partner ecosystem in internal discussions to shape roadmap priorities and partnership strategy.
• Other duties as assigned by management.

Required

Education and Experience:

• 5 years' experience in partnership management, business development, or strategic alliances in cybersecurity, SaaS, or financial technology; with documented success of driving impactful results a must.
• Documented track record managing technology or channel partnerships.
• Strong negotiation and contract management skills.
• Excellent communication and relationship-building skills across business and technical teams.
• Experience with integration-driven partnerships a plus.
• Experience with in Cybersecurity and/or Banking vertical strongly desired.
• Bachelor's degree in business, Marketing, or a related field; MBA is a plus.

Defense Storm provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.