CORE RESPONSIBILITIES Channel Strategy & Functional Leadership • Lead the channel function and serve as the primary owner of partner strategy, execution, and results • Develop annual and quarterly channel plans aligned to pipeline and bookings targets • Identify the partner categories and organizations with the greatest potential to reach CGVantage’s target customers • Establish KPIs tied to partner-sourced and partner-influenced pipeline, bookings, and ROI • Serve as a strategic partner to the CRO and Sales Leadership on ecosystem strategy and growth priorities Partner Recruitment & Ecosystem Development • Identify, recruit, and develop high-value relationships across GRC platforms, cybersecurity vendors, MSP/MSSPs, advisory firms, PE/VC ecosystems, and other strategic channels • Build executive-level relationships with priority partner organizations • Develop clear partner value propositions that make CGVantage easy and valuable to recommend • Prioritize partner quality and revenue potential over the number of signed partnership agreements • Continuously expand CGVantage’s connectivity and visibility across the cybersecurity and compliance ecosystem Partner Activation & Revenue Generation • Turn partner relationships into active revenue-producing channels through enablement, account mapping, field engagement, referrals, and joint selling • Build relationships beyond alliance leaders by engaging partner sellers, CSMs, account executives, regional leaders, and executives • Develop and execute joint GTM plays, referral motions, campaigns, events, and co-selling strategies with priority partners • Personally engage partners to uncover, develop, and accelerate strategic opportunities Strategic Relationships & Market Engagement • Develop trusted relationships with senior executives and channel leaders across the cybersecurity, compliance, and technology ecosystem • Leverage personal and professional networks to create access to new partners, prospects, and market opportunities • Represent CGVantage at partner events, industry conferences, ecosystem forums, and joint thought leadership activities • Provide market, competitive, partner, and customer insights to influence company strategy and offerings Channel Operations & Performance Management • Establish clear partner tiers, qualification criteria, performance expectations, and investment levels • Drive CRM discipline and accurate attribution of partner-sourced and partner-influenced opportunities • Establish a consistent operating cadence for partner pipeline reviews, performance management, and quarterly planning • Partner closely with Sales, Marketing, Delivery leadership, technical SMEs, and executive leadership • Build scalable channel processes and infrastructure that can support future team growth OTHER DUTIES Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. REQUIRED EDUCATION, EXPERIENCE AND CERTIFICATION: • 7 - 10+ years of B2B sales, channels, partnerships, or business development experience, preferably in cybersecurity, compliance, GRC, SaaS, or professional services • 3 - 5+ years of direct experience building or scaling channel and partner motions • Experience working within a GRC technology provider (e.g., Vanta, Drata, Secureframe, Hyperproof) or an MSSP/MSP environment is strongly preferred • Established relationships across the cybersecurity, compliance, GRC, technology, and MSP/MSSP ecosystems, with the ability to activate those relationships to generate pipeline • Proven success generating measurable partner-sourced pipeline and bookings • Strong executive presence and ability to build trusted relationships with CROs, CISOs, partner executives, sellers, and ecosystem leaders • Highly commercial, hands-on mentality with a willingness to personally recruit partners, activate relationships, and work opportunities • Experience with partner enablement, account mapping, co-selling, referral motions, joint GTM programs, CRM, and pipeline attribution • Bachelor’s degree or equivalent experience PHYSICAL REQUIREMENTS This job operates in a professional virtual remote work environment.