Strategic Partnerships Program Manager

Thoropass

23h•$135,000 - $165,000•Hybrid

About The Position

Thoropass is seeking a senior individual contributor to grow revenue through strategic technology partnerships. The role owns quarterly pipeline and ARR targets across GRC platforms, hyperscalers, and high-impact ISV partners, including Vanta, Drata, AWS, Microsoft Azure, and Google Cloud. The person will build partner relationships and repeatable go-to-market motions, activate partner sellers, and coordinate with Marketing, Sales, Customer Success, Operations, and Finance to turn ecosystem opportunities into measurable growth. The role combines executive-level relationship management, revenue ownership, analytical funnel management, and hands-on execution. It includes required travel of approximately 25–30% and follows a hybrid work-from-home model.

Requirements

At least 7 years of experience in strategic partnerships, ecosystem growth, alliances, business development, or partner-led growth in B2B SaaS.
Demonstrated success owning pipeline, bookings, ARR, or another meaningful revenue target through partnerships.
Experience with major technology ecosystems such as GRC/security platforms, AWS, Azure, GCP, or SaaS ISVs.
Strong understanding of B2B co-selling and professional services sales funnels.
Strong analytical skills, including diagnosing funnel performance, forecasting results, and making investment decisions using data.
Ability to enable and influence Sales teams and mobilize cross-functional resources without direct authority.
Strong executive presence and relationship-building skills.
Willingness to travel approximately 25–30%.

Nice To Haves

Experience with partner tools such as Crossbeam and Suger, or comparable PRM tools.
Experience with cloud or partner marketplace administration.

Responsibilities

Own strategic go-to-market relationships with Vanta, Drata, AWS, Azure, GCP, and priority ISVs.
Develop repeatable referral, co-sell, account-mapping, marketplace, and joint go-to-market motions.
Build relationships with partner executives, sellers, Marketing, and Customer Success teams.
Identify shared accounts, whitespace, and high-propensity opportunities.
Develop joint campaigns, account-based marketing plays, field activations, and other demand-generating programs.
Create partner-specific sales plays, talk tracks, account strategies, and rules of engagement.
Build seller-to-seller relationships between Thoropass and strategic partners.
Enable account executives to identify when and how to activate partners in opportunities.
Join strategic deals where partner involvement can improve win rate, deal size, or velocity.
Own partner performance across the funnel from referrals through SQLs, SQOs, pipeline, wins, and ARR.
Analyze conversion, velocity, ACV, partner productivity, and campaign performance to determine what is working.
Partner with Marketing Operations and Revenue Operations on attribution, routing, dashboards, and reporting.
Use account mapping and ecosystem intelligence to identify revenue opportunities.
Turn data into clear recommendations and actions.