What that looks like day to day
You’ll own our most significant North American reseller and systems integrator partnerships end to end. Roughly 60% of your time goes on the partners we already have — the large resellers where we’ve closed the first deals and now need someone to make it a repeatable, national motion rather than a handful of good conversations. The other 40% is finding the next ones. We’ve gone from one partner to around twelve across the US and EMEA, and we want six more before the year is out.
The thing that makes this sellable is that we fill a genuine hole in partner portfolios. Every reseller has observability. Every reseller has security. Almost none of them have an answer to “something’s broken, who do we tell and how do we fix it.” That means a partner who picks us up isn’t competing with a hundred others selling the same thing — and your job is to make that argument land with partner sellers who hear ten vendor pitches a week.
In practice that looks like the pattern we know works: close a deal with one team inside a partner, then immediately use it to get in front of the next vertical. Enablement sessions stood up within weeks, not quarters. A consistent drumbeat of meetings with partner sales teams so we stay top of their list. And a lot of time on-site — this is a national role, and you’ll travel for it.
Underneath the relationships, you’ll help build the machinery: partner tiers, deal registration, incentives, MDF, certification paths. You’ll own partner-sourced and partner-influenced pipeline targets, and you’ll be in front of senior leadership regularly with an honest read on which partnerships are earning their keep.
Internally you’ll work directly with our Head of Channels and Alliances and our CRO, and pull constantly on Sales, Customer Success, Marketing, Product, and Legal. One thing worth knowing: our sales team is comp-neutral on partner deals with a spiff on top, and partner training is rolling out across the full US and EMEA teams. You won’t spend your life fighting channel conflict internally — the incentives already point the right way.
There is no established playbook here. You’re writing it.