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About the Role
Zania is building agentic AI for Governance, Risk, and Compliance (GRC) to solve critical industry problems. As a founding Partnership Manager, you will build the partner channel to expand Zania's reach into enterprises, define strategy, sign and launch initial partners, and drive sourced and influenced revenue.
Responsibilities
- Build the partner strategy, defining key partner types and focusing on revenue-driving opportunities.
- Recruit and launch partners, including sourcing, negotiation, enablement, and joint go-to-market planning.
- Drive partner-sourced pipeline and revenue targets, collaborating with Account Executives on account mapping and co-selling.
- Develop technology and integration partnerships with GRC, ticketing, and security tools.
- Launch and grow Zania's presence on cloud marketplaces like AWS and Azure, including co-sell programs.
- Establish the partner playbook, including agreements, tiers, incentives, deal registration, and reporting.
Requirements
- Understand the security, risk, and compliance ecosystem, including advisory firms, auditors, MSSPs, and platform vendors.
- Demonstrate strong deal-making skills, including finding mutual value, negotiating terms, and closing agreements.
- Focus on generating pipeline and closed revenue from partnerships.
- Possess a builder mentality with experience in end-to-end ownership of partner programs.
- Exhibit strong relationship management skills with executive presence.
- Bachelor's degree in Business, Information Security, or a related field, or equivalent practical experience.
- 5+ years of experience in partnerships, channel, alliances, or business development at a B2B SaaS company.
- Experience working with cybersecurity, GRC, or enterprise software partners.
- Proven track record of generating partner-sourced pipeline and closed revenue.
- Strong structured written and verbal communication skills.
Skills
- Partnerships
- Channel Development
- Alliances
- Business Development
- B2B SaaS
- Cybersecurity
- GRC
- Enterprise Software
- Deal-making
- Negotiation
- Revenue Generation
- Go-to-Market Strategy
- Cloud Marketplaces (AWS, Azure)
- Relationship Management
- Communication
Location
- Remote
Work Type
- Full-time
Experience Level
- 5+ years
Education Level
- Bachelor's degree
Benefits
- Competitive salary + significant equity
- Flexible PTO
- Medical, dental, and vision insurance
- Meals and snacks in the office
- Relocation and immigration support
About the Company
- Zania is building agentic AI for Governance, Risk, and Compliance (GRC) to disrupt a market dominated by legacy systems.
- The company has found exceptional product-market fit and is experiencing hyper-growth with 10x ARR growth in the last year.
- Zania serves notable enterprise customers including FAANG companies and Big 4 firms.
- The company is backed by a leading Tier 1 venture capital fund (NEA, Anthropic, Menlo Ventures) and has raised $18M.
- The team comprises AI and Security leaders from top companies like Airbnb, Microsoft, and Bain & Company.
Equal Opportunity
- Zania is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.