Director of Channel Partnerships, Reality Defender
$275-350k
OTE
Offers equity and commission
Remote Fridays
4 days a week in office
Enterprise-grade deepfake detection
Be an early applicant
Enterprise-grade deepfake detection
21-100 employees
Be an early applicant
$275-350k
OTE
Offers equity and commission
Remote Fridays
4 days a week in office
21-100 employees
Company mission
To help companies, governments, and journalists determine if media is real or fake, focusing on audio, video and image manipulation.
Role
Who you are
- 7+ years of experience in strategic partnerships, business development, or alliance management with hyperscalers, GSIs, or strategic consulting firms
- Proven track record of building and scaling enterprise partner ecosystems that drive significant revenue impact through channel partnerships and reseller networks
- Deep understanding of hyperscaler partnership models (AWS, Google Cloud, Azure), GSI go-to-market strategies, and consulting firm engagement patterns
- Experience managing complex partner relationships where partners serve multiple roles (investor, reseller, technology integrator)
- Strong relationships within enterprise partner ecosystems, particularly with cybersecurity and AI-focused practice areas
- Experience negotiating enterprise partnership agreements, reseller terms, and cloud marketplace arrangements
- Exceptional communication and presentation skills with the ability to influence C-level executives at Fortune 500 companies and government agencies
- Strategic mindset with the ability to identify enterprise market opportunities and translate them into scalable partnership strategies
- Strong project management skills with experience managing multiple complex partnerships and investor-partner relationships simultaneously
- Bachelor’s degree in Business, Engineering, or related field; MBA preferred
- Willingness to travel 30-40% for partner meetings, industry events, and strategic initiatives
What the job involves
- We are seeking an experienced strategic partnerships leader to build and scale our enterprise alliance ecosystem with hyperscalers, systems integrators, and strategic consulting partners
- As Director of Channel Partnerships, you’ll develop and execute partnership strategies that amplify Reality Defender’s market reach through cloud marketplaces, GSI channels, and consulting firm relationships
- This role will be instrumental in establishing Reality Defender as the preferred deepfake detection solution within major enterprise ecosystems and partner networks, many of whom are also strategic investors
- Develop and execute a comprehensive alliance strategy focused on hyperscalers (AWS, Google Cloud, Microsoft Azure), GSIs (IBM, Booz Allen Hamilton, CACI), and strategic consulting partners (Accenture, Deloitte, PwC, KPMG)
- Manage and expand existing partnerships while identifying and recruiting new strategic channel and reseller partners
- Navigate complex partner ecosystems where alliance partners often serve dual roles as strategic investors, leveraging these relationships for mutual growth
- Negotiate and structure partnership agreements, including cloud marketplace listings, reseller agreements, and co-selling arrangements
- Build and manage an enterprise partner pipeline, focusing on large-scale deployment opportunities and government contracts
- Collaborate cross-functionally with Sales, Marketing, Product, and Engineering teams to ensure successful partner onboarding and joint value creation
- Lead joint go-to-market initiatives with hyperscaler and consulting partner sales teams, including co-selling motions and partner-led deals
- Establish partner enablement programs, training materials, and success metrics specifically designed for enterprise channel partners and resellers
- Represent Reality Defender at major partner summits, industry events, and executive briefing centers to strengthen strategic relationships
- Within 1 month, you’ll…
- Gain a deep understanding of Reality Defender’s technology platform, competitive landscape, and enterprise go-to-market strategy
- Assess current partnerships with hyperscalers, GSIs, and consulting firms to identify optimization opportunities and expansion areas
- Meet with key internal stakeholders and review existing partnership agreements and investor-partner relationships
- Conduct strategic review sessions with current partners to understand joint value creation opportunities
- Within 3 months, you’ll…
- Develop a comprehensive alliance strategy focused on hyperscaler marketplaces, GSI channels, and consulting firm partnerships
- Optimize and expand existing partner relationships, converting nascent partnerships into active revenue-generating channels
- Establish standardized processes for enterprise partner evaluation, onboarding, and performance management
- Launch enhanced partner enablement materials tailored for enterprise sales teams and consulting practices
- Initiate strategic discussions with 2-3 new target hyperscalers or tier-1 GSI partners
- Within 6 months, you’ll…
- Activate existing partnerships to drive measurable pipeline and close 1-2 significant partnership-sourced deals
- Establish a comprehensive reseller program with clear terms, training, and support structures
- Launch co-selling initiatives with key hyperscaler and GSI partners, including joint customer presentations
- Develop a partner advisory board, including investor-partners, to guide strategic direction
- Achieve initial marketplace listings and partner-sourced pipeline representing 20-25% of total sales pipeline
- Within 12 months, you’ll…
- Scale alliance program to include active revenue generation across multiple hyperscaler channels and 5+ strategic consulting partners
- Achieve partner-influenced revenue target representing 35-40% of company bookings through reseller and alliance channels
- Establish Reality Defender as a recognized leader in enterprise AI safety partnerships with tier-1 consulting firms
- Build structured partner success programs that leverage investor-partner relationships for strategic market expansion
- Drive significant enterprise customer acquisition through established GSI and consulting firm channels
Our take
Reality Defender was born out of The AI Foundation to help protect the 2020 US Elections from the threat of deepfakes. It officially launched as a company in 2021, based in New York. Today there continues to be a genuine issue where the public cannot decipher what is true or false online due to the existence of easily-created deepfakes.
Reality Defender's platform empowers enterprises to highlight and flag fraudulent users and content found online. Its API and app also provide risk scoring, reporting, and forensics review.
Reality Defender was selected as part of Y Combinator’s 2022 batch, the same backing received by Monzo, Airbnb and Stripe in their early days. This backing paired with the founding team’s experience of over twenty years at Google, Goldman Sachs, and the Intelligence Community, as well as its 2023 award win, has worked well for this very early-stage startup.
Freddie
Company Specialist at Welcome to the Jungle
Company
Company HQ
Manhattan, New York, NY
Leadership
Gaurav Bharaj
(Co-Founder)Previously the Chief Science Officer at Flawless, the Vice President of Research for The AI Foundation and a Senior Researcher for Technicolor.
Ali Shahriyari
(Co-Founder & CTO)Previously acted as the Director of Product for The AI Foundation and as a Vice President for Originate.
Ben Colman
(Co-Founder & CEO)Co-founded PlaceAVote. Previously acted as NYC Lead for Xoogler.co, CEO for Convertix, and Vice President for Goldman Sachs.
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