Partner Manager, Security (Los Angeles, CA)

Partner Sourcing

• Identify net-new Google Workspace and security resellers to work with and book intro meetings to communicate joint value

• Attend local and global events to grow and maintain relationships representing as a leading Google Workspace DLP and Browser Security solution

• Work with the VP of Sales and Account Executives to schedule initial account-mapping sessions and start driving joint pipeline

• Complete and sign relevant reseller agreements and negotiate and confirm margins

Partner Deal Sourcing

• Work with the partner sales team and sales team to build joint pipeline - this includes writing emails for partner reps to send to their customers following up on those threads and creating slides for their recurring customer calls

• Enable the partner sales team to effectively position and sell security solutions through weekly 1:1 account mappings and the materials listed above

• Stay involved as needed from deal sourcing through closed-won to ensure strong engagement from both sides and a successful outcome for all parties

Partner Relationship Management

• Partnerships are a relationship game - maintain key relationships across all major partners to keep top of mind and seen as a trusted partner

• This includes weekly 1:1s with key reps traveling for lunches dinners and events and staying in regular informal contact (text)

Market Expertise

• Maintain deep knowledge of the Google Workspace DLP and Browser Security space

• Understand differentiators and know every competitor inside and out

• Fluently pitch the combined DLP Browser Security solution with the ability to sell each individually or jointly as needed

• Ask the right discovery questions to effectively communicate joint value in partner intro meetings

• Google Workspace Partner Experience: 3 years of experience successfully working and selling within the Google Workspace partner ecosystem (SADA 66degrees Pythian etc.)

• Domain Knowledge: Strong understanding of DLP and Browser Security

• Security Partner Experience: Google Workspace is the primary focus but you also have the drive and ability to grow into building security-specific partnerships (Optiv etc.)

• Positive Attitude: A mindset focused on positivity and finding ways to do more every day

• Grit and Drive: Willingness to get hands-on go above and beyond leverage internal resources and do what it takes to drive success for yourself and your prospects