Responsibilities

• Build and run channel marketing programs with VAR/solution provider partners (education, enablement, co-selling — the "to, through, and with" spectrum, not just distribution)
• Own co-marketing programs with hyperscaler partners (AWS, Microsoft, and others as relationships develop)
• Design account-based partner campaigns, not one-off events — think multi-touch programs (enablement → account mapping → joint customer marketing → in-person activation), not a single lunch-and-learn
• Work cross-functionally with Alliances and Product Marketing to give technical integrations real go-to-market support
• Build creative, high-leverage co-marketing programs that work at startup scale, not just plays borrowed from bigger, better-funded competitors
• Represent partner marketing needs directly with partner counterparts at AWS, Microsoft, and VAR/SI accounts, with autonomy to manage those relationships

Requirements

• 6+ years in partner or channel marketing, ideally with at least one hyperscaler relationship under your belt (AWS or Microsoft preferred; if you've worked with one, you understand the game)
• Real experience with VAR/solution provider partners — GSI or SI experience is a plus but secondary
• A track record of building programs, not running checklists — you should be able to walk through a partner program you built end to end: who it was with, what the plan was, how it evolved, what it drove
• Comfort being slightly technical — you don't need to write the integration blog yourself, but you need to understand enough to know it needs writing and who should write it
• Startup experience strongly preferred — you'll be figuring out how to be creative with less budget than the AWS/Microsoft partner managers you're used to working with, competing for the same partner attention as much larger co-op spenders
• Ability to operate with real autonomy — this team default is "you have their Slack and email, go build the relationship," not "run it by me first"