Partner Manager, Security (Los Angeles, CA)

Spin Technology•Los Angeles, CA

1d•Hybrid

About The Position

Spin.AI is a global SaaS security company based in Palo Alto, CA, protecting enterprises from SaaS ransomware, Shadow IT, non-compliance, data loss, and data leak disasters in the cloud. SpinOne is an all-in-one SaaS data protection platform built for mission-critical applications such as Google Workspace, Microsoft 365, Salesforce, Slack, and Atlassian. We deliver the most innovative last line of cyber defense, along with SaaS data management and protection, for more than 2,000 organizations worldwide. About the Role: We are looking for a hungry, energetic Partner Manager to join our growing security team. Reporting directly to our VP of Sales, this role will focus on building Spin.ai 's partner network - initially focusing on the Google Workspace partner ecosystem, then growing into security-specific partnerships. You will help sell Spin.ai 's recently acquired industry leader in Google Workspace Security, DoControl, as well as Spin.ai 's growing Browser Security solution, combining the two into a powerful, best-of-breed security offering. With the foundation already built - working with leading GWS partners such as SADA, Pythian, and Wursta - we're looking for someone who can take over the running motion and, most importantly, push it to the next level with their knowledge and expertise.

Requirements

3+ years of experience successfully working and selling within the Google Workspace partner ecosystem (SADA, 66degrees, Pythian, etc.)
Strong understanding of DLP and Browser Security
Google Workspace is the primary focus, but you also have the drive and ability to grow into building security-specific partnerships (Optiv, etc.)
A mindset focused on positivity and finding ways to do more, every day
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

Responsibilities

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 Spin.ai 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
Work with the partner sales team and Spin.ai 's 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 Spin.ai 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
Maintain key relationships across all major partners to keep Spin.ai 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)
Maintain deep knowledge of the Google Workspace DLP and Browser Security space
Understand Spin.ai's 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