Channel & Partner Marketing Manager

RapidFort, Inc.

6h•$120,000 - $160,000•Remote

About The Position

RapidFort is redefining software supply chain security by focusing on eliminating vulnerabilities rather than just finding them. Their platform automates vulnerability reduction and attack surface minimization in containerized and cloud-native environments. RapidFort serves commercial enterprises, U.S. government organizations, and Department of Defense customers. As the company grows, its channel and partner ecosystem is becoming crucial for reaching customers, generating pipeline, and scaling its go-to-market strategy. This role is designed to build the marketing engine behind this growing partner ecosystem, requiring a candidate who can identify strategic partners, build and execute campaigns, measure their impact, and continuously improve programs based on pipeline and revenue. It's a hands-on role focused on driving measurable results through partner relationships.

Requirements

5+ years of direct channel, partner, alliance, or ecosystem marketing experience.
Currently performing a substantially similar channel or partner marketing role, with direct ownership of partner campaigns, joint GTM programs, and pipeline generation.
Demonstrated experience marketing to, with, and through partners.
Experience working directly with VARs, resellers, distributors, systems integrators, technology alliances, cloud partners, MSPs/MSSPs, or similar enterprise technology partners.
Proven experience building joint campaigns that generated measurable opportunities and pipeline.
Experience developing partner GTM plans, demand-generation campaigns, ABM programs, events, webinars, content, and enablement.
Experience managing MDF/co-marketing budgets and measuring ROI.
Strong understanding of B2B enterprise technology sales and how channel partners influence and participate in complex sales cycles.
Experience working directly with Sales and partner/channel organizations—not simply supporting them from a central marketing function.
Strong analytical skills and experience measuring marketing activity against pipeline and revenue.
Experience with Salesforce and marketing automation platforms such as HubSpot, Marketo, or equivalent.
Excellent written and verbal communication skills.
Ability to translate complex technical concepts into clear, commercially compelling messaging.
Ability to operate independently in a fast-moving environment and take programs from idea through execution and measurement.
U.S. citizenship required due to the nature of RapidFort's work supporting U.S. Department of Defense (DoD) and other federal customer engagements.

Nice To Haves

Current or recent cybersecurity channel/partner marketing experience.
Experience with cybersecurity, cloud security, DevSecOps, CNAPP, vulnerability management, container security, software supply chain security, or infrastructure software.
Established understanding of the cybersecurity reseller, distribution, SI, and technology-alliance ecosystem.
Experience working with U.S. Federal/Public Sector technology partners.
Familiarity with government-focused VARs, distributors, systems integrators, and technology partners supporting Federal and DoD customers.
Understanding of cloud-native technologies such as Docker, Kubernetes, containers, SBOMs, CVEs, vulnerability management, and software supply chain security.
Experience helping build or significantly scale a partner marketing function at a high-growth cybersecurity or enterprise technology company.

Responsibilities

Build and execute RapidFort's channel and partner marketing strategy with a clear focus on partner-sourced and partner-influenced pipeline and revenue.
Develop integrated campaigns to, with, and through partners that create qualified opportunities and accelerate existing deals.
Work with Sales and Partnerships to identify strategic partners, target accounts, industries, and active opportunities where joint marketing can have the greatest commercial impact.
Develop account-based partner campaigns supporting priority enterprise and Public Sector opportunities.
Establish clear goals for each program and measure results through pipeline, opportunities, revenue influence, engagement, and ROI.
Develop joint GTM plans with VARs, resellers, distributors, systems integrators, cloud partners, technology alliances, MSPs/MSSPs, and other strategic partners.
Build repeatable co-marketing campaigns across digital, email, ABM, content, webinars, workshops, field programs, and events.
Create campaigns around RapidFort product capabilities, integrations, customer use cases, industry priorities, and strategic announcements.
Develop joint value propositions that clearly explain why customers should adopt RapidFort alongside complementary partner technologies and services.
Turn successful campaigns into repeatable partner marketing playbooks that can scale across the ecosystem.
Work closely with RapidFort's Public Sector organization to develop marketing programs with government-focused partners.
Build joint campaigns with Federal-focused VARs, distributors, systems integrators, technology partners, and other organizations serving government customers.
Support partner programs focused on software supply chain security, container security, vulnerability remediation, DevSecOps, and cloud-native security.
Develop campaigns around the security challenges and requirements facing Federal and DoD organizations.
Coordinate partner marketing around relevant government, cybersecurity, cloud, and industry events.
Help RapidFort identify where partner relationships can expand our reach into strategic government and regulated-industry accounts.
Develop partner campaign kits, messaging, solution briefs, presentations, co-branded assets, customer stories, email campaigns, sales tools, and digital content.
Translate complex RapidFort capabilities into clear partner and customer value propositions.
Work with Product Marketing, Product, Engineering, Sales, and Solutions Engineering to ensure technical messaging is accurate, differentiated, and compelling.
Develop materials that help partners understand when to bring RapidFort into an opportunity, what problems we solve, and how to position us with customers.
Own and manage MDF and co-marketing investments from planning and approval through execution and ROI measurement.
Ensure marketing investment is concentrated on partners and programs capable of producing measurable business results.
Plan and execute joint webinars, workshops, executive roundtables, partner events, conferences, and field programs.
Build pre-event and post-event campaigns designed to convert engagement into sales opportunities.
Partner closely with Sales to ensure leads and opportunities receive appropriate follow-up.
Measure event and MDF effectiveness based on pipeline and revenue impact—not simply attendance or lead volume.
Establish and report on metrics including: Partner-sourced pipeline, Partner-influenced pipeline, Qualified opportunities generated, Pipeline acceleration, Revenue influenced by partner programs, Strategic partner engagement and activation, Campaign conversion, MDF and co-marketing ROI, Event-to-opportunity conversion, Performance by partner and program.
Use data to determine which programs should be scaled, changed, or stopped.