Strategic Partnerships

Armadin

About The Position

Armadin is hiring a Strategic Partnerships professional to own and grow relationships with Global Systems Integrators (GSIs) and strategic technology alliance partners. The role builds joint plans, co-sell motions, and integrations that make Armadin part of how large enterprises assess and reduce cyber risk. For GSI partnerships, the role develops and executes business plans with partners such as PwC, EY, Deloitte, Accenture, Capgemini, Kroll, and Dell; embeds Armadin’s agentic offensive security capabilities into partner offerings; builds executive relationships; drives joint selling; enables practitioners; and helps partners move toward continuous, AI-driven testing. For technology alliances, the role defines integration and co-marketing strategies with security platform vendors, works with Product and Engineering on integrations and roadmaps, connects Armadin findings to partner workflows, coordinates joint pipeline generation, navigates overlapping offerings, and represents Armadin in partner programs and events. The position also helps build and scale Armadin’s partner program, including onboarding, enablement, incentives, partner experience, joint value propositions, quarterly business reviews, cross-functional coordination, and agreement structures such as referral, resale, and marketplace arrangements. Success over the first 6–12 months includes active plans with priority GSIs, measurable partner-sourced and influenced pipeline and bookings, live technology integrations and a joint solution launch, and a growing base of certified GSI practitioners.

Requirements

8–12+ years in cybersecurity, enterprise software, or consulting alliances, with direct GSI and technology partner experience.
Track record of partner-sourced and partner-influenced revenue, including closed deals.
Executive presence and ability to influence without authority.
Understanding of how GSIs sell, deliver, and get compensated, and how security platform ecosystems operate.
Familiarity with cloud marketplaces and co-sell programs.
Comfort discussing offensive security, red teaming, exposure management, and AI/agentic security with technical buyers.
Strong communication, negotiation, and program management skills.
Comfort working in a startup environment where processes must be built rather than inherited.

Nice To Haves

Existing relationships inside the named GSIs or security vendor alliance teams.
Experience at a security vendor that scaled through channel and alliance partners.
Background in offensive security, threat intelligence, or incident response.
Knowledge of regulated-industry buying patterns, including financial services, healthcare, and public sector.

Responsibilities

Build and execute joint business plans with GSIs, including pipeline, bookings, and certification targets.
Embed Armadin’s agentic offensive security capabilities into GSI advisory, risk, red team, and managed services offerings.
Develop executive relationships across cyber practices, industry groups, and regional leadership.
Drive co-selling through account mapping, joint pursuits, and deal registration.
Enable GSI practitioners with training, technical certification, and repeatable sales plays.
Help GSIs reposition services toward continuous, AI-driven testing.
Define integration and co-marketing strategies with leading security platform vendors.
Work with Product and Engineering to prioritize integrations, marketplace listings, and API/connector roadmaps.
Connect Armadin findings to partner detection, prevention, and remediation workflows.
Align with partner field teams to generate joint pipeline in shared accounts.
Navigate coopetition where partner offerings overlap with Armadin’s offerings.
Represent Armadin in partner programs, advisory councils, and ecosystem events.
Help shape and scale the partner program, including onboarding, enablement, incentives, and partner experience.
Create joint value propositions and solution briefs for each partner type.
Run quarterly business reviews tracking pipeline, bookings, and partner health.
Work cross-functionally with Sales, Marketing, Product, Customer Success, and Legal.
Support referral, resale, and marketplace agreement structures.