Director of Channel Partnerships, Operant AI
+ Stock options
Office located in Jackson Square, CA
Security visibility & runtime controls
Open for applications
Security visibility & runtime controls
21-100 employees
Open for applications
+ Stock options
Office located in Jackson Square, CA
21-100 employees
Company mission
Operant AI's mission is to secure the modern world.
Role
Who you are
- As the right candidate to join us on this roller-coaster, you are a hands-on do-er who thrives off of the energy of closing partnership deals, driving revenue through co-selling, re-selling, and ecosystem partners, while building foundations for rapid scaling in a high-growth startup environment
- You are a seasoned GTM expert with deep industry and partnership knowledge spanning tech, cloud providers, resellers, and ecosystem partnerships, able to cultivate the right relationships with the right people across customer orgs to drive successful closing and account user growth
- You should deeply understand the cloud and AI cybersecurity competitive landscape (both incumbents and rising startups), the shifting dynamics among major cloud providers and AI ecosystem players (including MCP server providers and AI IDEs) and should be passionate about Operant’s mission to secure the modern world
- 8+ years of experience with growing responsibility in related roles with a strong track record of success in a startup environment
- Cybersecurity experience required
- Proven track record of success in a startup partnership leadership role, in enterprise cybersecurity, especially cloud, Kubernetes or AI
- Personal experience driving large partnership deals, including negotiation commercial specs, with a proven track record of building and driving relationships, as well as driving partnership process paperwork and drudgery in a rapidly moving, accelerated time frame
- Exceptionally good technical prowess in cloud, AI and Kubernetes with a proven track record of selling at the cutting edge of technology, including the ability to self-teach technical concepts at a level of detail required to hold authority and build trust with highly technical buyers, as well as quick absorption of new technical principles and shifting competitors in a rapidly changing market segment
- Comfort with and passion for cross-functional relationship building across multiple members of partner teams, internal stakeholders, customers and vendors
- Deep respect for the customer’s and partner’s intelligence, their real-world needs, and our product’s ability to genuinely make customers’ and partners’ lives easier and their stacks more secure
- Exceptional written and spoken communication skills with impeccable social judgment and the ability to customize your communications to the situation while remaining true to the product and brand messaging
- Experience working in a fast-paced startup environment
- Open, curious and receptive to new ideas and ways of doing things
- Willing to mentor new members of the team as the company grows
- Bachelor's degree with demonstrated comfort with both human behavior and technical topics either through coursework, extension classes or prior work experience
- This position will require you to be available during core PST business hours (9am-5pm) and to be highly responsive on customer threads regardless of business hours
- You will be required to adjust schedules based on customer and business needs including business travel, conferences, client meeting/call schedules, and team off-sites
What the job involves
- Operant AI is seeking a results-oriented Director of Partnerships to join the Operant AI team as a foundational member of the GTM team, focused on strategic partnerships
- Operant is enjoying a period of rapid growth, with huge opportunities for a partnership leader who thrives off of urgency and meeting critical customer needs in a fast-paced startup environment
- Your technical prowess at understanding the urgent security challenges and available market solutions at the cutting edge of cloud and AI, especially AI and MCP, as well as related categories such as CNAPP, CADR, K8s Security and API threat protection, should enable you to comfortably discuss Operant’s product details, features, and differentiation with key technical members of partner teams, including sales executives, product leaders, solutions architects, and account executives, building trust and brand equity as you represent the company in growing our partner relationships through successful joint initiatives and signed end-customer contracts
- Expand strategic partnerships leading to scaled revenue growth by working closely with partners, engineering and partner success teams throughout the entire partner deal cycle
- Identify key partners and establish strong relationships with decision-makers, being able to build trust with both deeply technical SEs and commercially focused leaders to close deals with a product that provides significant joint value
- Develop and manage partner pipelines, forecasts, and budgets
- Work closely with marketing, sales, product, and engineering teams to align partnership efforts with overall company objectives
- Provide insights and feedback to engineering, product and marketing teams to enhance product offerings and messaging
- Represent the brand at key live events including conferences, customer dinners, and industry talks
- Track and analyze partnership metrics and performance data
- Prepare and present regular partnership reports to the executive team
- Utilize data-driven insights to continuously improve partnership strategies and processes
- Recruit, train, and mentor a “best-in-class” team of sales engineers and account executives, without relying on BDRs to manage your communication pipeline
- Set clear performance goals, provide regular feedback, and drive accountability
- Foster a positive, collaborative, respectful and results-oriented sales culture
- Develop and implement a comprehensive partnership strategy across co-sellers, resellers, and ecosystem partners that doesn’t rely on cold emails and armies of BDRs
Our take
Operant AI is a young company focused on making cloud applications more secure. It offers a platform that protects applications while they're running, instead of just checking for security issues before deployment. This means it can defend against attacks in real-time.
This solution is particularly useful for businesses using modern cloud-native technologies like containers, APIs and microservices. Operant AI can be integrated throughout the development process, making it easier for companies to protect their apps without changing how they build them.
Since launching in 2020, Operant has gained attention for its innovative approach to cloud security. With substantial funding secured, the company plans to grow its team and expand its products, positioning it to become a key player in the fast-growing market for cloud application security.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2024
$10m
SERIES A
Apr 2023
$3m
SEED
Total funding: $13m
Company benefits
- Medical, dental and vision insurance
- Life insurance
- 401k
- Paid holidays
- Generous PTO
- Stock options
Company HQ
SoMa, San Francisco, CA
Leadership
Vrajesh B.
(Co-Founder & CEO)Previously worked at Scaled Inference as a Director of Business Development and Director of Product. Prior to that, they worked at Arm in multiple Senior roles and also have experience in Engineering roles at Qualcomm and Apple.
Priyanka Tembey
(Co-Founder & CTO)Experienced as a Staff Engineer at Juniper Networks, VMware and Qualcomm.
Ashley Roof
(Co-Founder & CMO)Previously the CMO at Transposit. They also founded DigiMarketeer where they served as the Principal Consultant for 6 years. Prior to that, they worked in Senior Marketing roles at Yahoo and Art.
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