Posted on:

October 14, 2020

Channels & Alliances Manager

Job Description

Who we are

We are a unique business that is changing the face of enterprise security.

Our platform takes data from security, IT and business solutions, identifies gaps and builds trusted asset inventories. This crucial information supports our customers by automating their security controls monitoring, which in turn helps Security, IT and Risk teams collaborate to make informed, risk-based security decisions, substantiate regulatory compliance and most importantly answer the critical questions they face around their security and prioritisation.

We have recently been named winner of the ‘Best Continuous Controls Monitoring Solution’ in the Cyber Defence Magazine Awards at RSA 2020 and the "Hottest CyberTech Startup" at TechCrunch's Europas Awards.”

Our Values and Culture

We believe that people can love where they work and that successful businesses thrive when they have happy teams. That is why our core values are founded on what it means to be a compassionate human being. We value authenticity and personal accountability, low ego leaders who commit, deliver and take personal responsibility for their success and the success of the organisation.

Our team hails from a wide range of backgrounds, skillsets, geographies and experience levels. We embrace the diversity of our team.

The Role

The Partnerships Manager role will give you the opportunity to:

  • Build incremental sales pipeline through Channel & Alliances partners
  • Develop and close net new opportunities generated through partnerships
  • Identify, recruit and build the relationships with strategic partners
  • Develop compelling new joint propositions combining partner offerings
  • Design and implement partner enablement programmes
  • Build a Partner Strategy and Sales Plan that delivers the above goals, while minimising the time to revenue and maximising partner opportunities
  • Grow a Partnerships Team around you as you generate demand


Who you are

  • You will have extensive experience in partnership roles in cybersecurity product companies
  • You will have developed and implemented Channel & Alliances Partner Strategies to deliver incremental revenue
  • You will have managed partner relationships across the entire lifecycle from recruiting, enabling through to the partner becoming self-sufficient
  • You will have strong pre-existing relationships with US Channel Partners (e.g. Resellers, VARs, SIs, Big 4 Consultancies) that you will be able to leverage on this role
  • You are a proven self-starter, having worked as an individual contributor in a small business, building a partnerships function from the ground up
  • You will be comfortable operating in an Enterprise Sales environment, selling a high-value complex solution. Developing the assets you need to engage partners and joint prospects.
  • You will be able to influence internally to gain cross-functional support for partnership initiatives

Our interview process

  • CV and application screening.
  • 1st Interview (Video Call - up to 90 minutes): discuss the role and get to know you, your experience and future goals
  • 2nd Interview (Video Call - up to 60 minutes): meet more of the team, assess suitability aligned with the role requirements.
  • Final Interview (Video Call - up to 90 minutes): Presentation (you will be given a brief in advance to prepare a short presentation) followed by Q&A.


Working at Panaseer

At Panaseer, we strive to create the best environment and atmosphere for our diverse range of employees:

  • We are currently offering a productivity allowance to support remote working
  • Competitive salaries including equity options
  • An annual allowance of 25 days Paid Time Off (PTO) plus company holidays
  • Training and development opportunities
  • Company sponsored healthcare options/ pension
  • Video calls with well-being coaches are available monthly
  • Wide range of health and well-being support through speakers and events
  • 401k plan
  • Commuter benefits
  • Access to benefits market place and employee discounts

Applicants must be currently authorised to work in the United States without the need for visa sponsorship now or in the future.

Diversity and Equal Opportunities

At Panaseer we celebrate diversity and are an equal opportunity employer. Panaseer is committed to encouraging diversity and eliminating discrimination in both its role as an employer and as a provider of services. Our aim is that our staff are truly representative of all sections of society and work in an environment where everyone is respected and able to perform to the best of their ability. Our policy is to provide equality and fairness for all in our employment and in our provision of services and not to discriminate on the grounds of race, colour, religion, gender identity, sex, sexual orientation, pregnancy, nationality, national origin, ancestry, citizenship, age, neurodiversity, marital status, parental status, disability, medical condition, physical appearance or socio-economic status.

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