Strategic Partner Executive, SHI

Horizon3

2d•$277,000 - $320,000•Hybrid

About The Position

Horizon3 is seeking a senior strategic partner leader to own and accelerate its relationship with SHI. The role serves as the senior business owner for the partnership, developing and executing a multi-year joint business strategy, expanding executive alignment, increasing partner-sourced pipeline and revenue, and positioning NodeZero within SHI-led cybersecurity solutions, services opportunities, and customer engagements. This is a strategic, cross-functional role requiring executive presence, commercial judgment, cybersecurity channel expertise, and disciplined execution. The successful candidate will build trusted relationships across SHI sales leadership, account teams, security specialists, solutions architecture, services, marketing, procurement, and partner management, while aligning Horizon3's internal teams around shared priorities. The role is based in Austin, Texas, and may require up to 50% travel to support SHI, customer, and industry engagements. The position is responsible for translating partner strategy into repeatable opportunities, customer outcomes, and revenue. This includes developing joint business plans, driving partner-sourced growth, embedding NodeZero in SHI-led solutions and services, activating SHI's field teams, coordinating cross-functional execution, managing investment and performance, and strengthening Horizon3's market and competitive position. Compensation is $277,000–$320,000 OTE annually with a 60/40 split; the role may also be eligible for stock options. Horizon3 offers competitive benefits, including health, vision, dental, flexible vacation, and generous parental leave.

Requirements

10+ years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development.
Direct experience working with SHI is strongly preferred; comparable experience with a large, matrixed strategic partner is required.
Demonstrated success managing and growing a complex relationship with a major technology reseller, solutions provider, systems integrator, MSSP, or MSP.
Ability to engage and influence senior executives while driving execution with account teams, technical specialists, and services stakeholders.
Track record of building joint business plans and delivering measurable partner-sourced or partner-influenced revenue.
Deep understanding of enterprise cybersecurity, SaaS, cloud, security services, and solution-selling motions.
Strong knowledge of how large channel partners organize and execute across sales, technical, services, marketing, procurement, and executive functions.
Experience aligning national partner strategy with regional account-team execution.
Experience creating partner-led services, solution bundles, or repeatable go-to-market motions.
Strong commercial judgment and experience managing complex, multi-stakeholder negotiations and partner investments.
Exceptional pipeline management, forecasting, business planning, and executive reporting skills.
Excellent presentation, communication, facilitation, and relationship-building abilities.
Experience using Salesforce and related partner, pipeline, and reporting systems.
Ability and willingness to travel up to 50% to support SHI, customer, and industry engagements.
Must be based in Austin, Texas, and able to effectively support SHI's priority markets, offices, account teams, and stakeholder communities.

Nice To Haves

Direct experience working with SHI.
Ability to make a strategic partner materially more productive and turn a joint business plan into measurable pipeline, customer value, and revenue.
Experience navigating a large, matrixed organization and creating momentum across account teams, technical specialists, services stakeholders, and executives.
Ability to earn seller attention by making a solution relevant, easy to position, and commercially valuable.
Credibility with cybersecurity practitioners and effectiveness with executive decision-makers.
Clear point of view, strong ownership, persistence, urgency, low ego, and disciplined follow-through.

Responsibilities

Develop and maintain a multi-year joint business plan with SHI, including shared objectives, priorities, owners, milestones, investments, and measurable outcomes.
Identify and prioritize SHI account teams, regions, industry verticals, customer segments, and solution motions for Horizon3.
Evaluate partner-program participation and strategic investments against business objectives, execution capacity, and expected return.
Lead executive business reviews and report progress, risks, competitive dynamics, and investment needs to senior leadership.
Build trusted, multi-threaded relationships with SHI executives and stakeholders across sales, cybersecurity, technical architecture, services, marketing, procurement, and partner management.
Develop executive-to-executive engagement between SHI and Horizon3 and build advocacy for NodeZero across SHI account teams and technical communities.
Build predictable SHI-sourced and SHI-influenced pipeline, and orchestrate joint account mapping and whitespace analysis.
Identify, qualify, and advance strategic opportunities with Horizon3 Account Executives and Sales Engineers.
Develop repeatable co-selling plays and support NodeZero adoption across enterprise, mid-enterprise, and commercial segments.
Help SHI teams identify customer needs, communicate NodeZero's value, and engage the appropriate Horizon3 resources.
Support expansion from initial use cases to broader deployments, recurring programs, and strategic customer relationships.
Maintain pipeline, forecasting, deal-registration, and opportunity-management discipline, including clear ownership and sourced-versus-influenced attribution.
Position NodeZero in SHI-led cybersecurity, exposure management, security validation, and services conversations.
Identify opportunities for joint solution bundles, assessment-led engagements, and repeatable delivery motions involving NodeZero.
Work with SHI solutions architects, security specialists, and services leaders to establish technical credibility and implementation readiness.
Develop a joint value proposition that demonstrates measurable value for SHI, its sellers, and its customers.
Connect security validation findings to remediation priorities, customer investment decisions, and ongoing assessment opportunities.
Create and execute targeted SHI enablement for account teams, security specialists, technical resources, services stakeholders, and leadership.
Develop field-ready messaging, battlecards, solution briefs, discovery guides, demo paths, and account-planning resources.
Establish a cadence of trainings, workshops, solution showcases, partner events, and opportunity reviews; measure and refine effectiveness using field feedback and performance data.
Serve as the central internal coordinator for the SHI relationship and align Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal.
Establish operating rhythms, decision rights, escalation paths, and communication standards, and coordinate national strategy with regional channel and direct-sales teams.
Remove internal and partner friction that delays opportunities, enablement, contracting, implementation, or customer success; ensure commitments to SHI are tracked, resourced, and delivered.
Recommend and manage partner investments, including partner-program participation, MDF, events, enablement, technical resources, and executive engagement.
Define and monitor KPIs such as pipeline, bookings, win rate, active sellers, trained resources, services adoption, customer expansion, and partner-sourced recurring revenue.
Provide executive reporting on performance, risks, competitive activity, and required actions, using data and partner insight to prioritize resources and adjust strategy.
Monitor SHI's priorities, customer needs, competitive landscape, and evolving solution and services opportunities; identify risks and differentiation opportunities for NodeZero.