Manager, Channel & Alliance Management

Job Description

Job Description

At KeyData Cyber , our vision is to be the North American leader in designing and delivering digital identity security strategies and solutions to protect our clients in their digital transformation initiatives.

KeyData Cyber is a Gartner-recognized leader in professional identity security services, specializing in:

• Identity Governance & Administration (IGA)
• Privileged Access Management (PAM)
• Customer Identity & Access Management (CIAM)
• Cloud Security Posture Management (CSPM)
• Identity Threat Detection & Response (ITDR)

Come join us, you're key to our success!

We are seeking a Manager, Channel & Alliance Management, to lead our partners' ecosystem strategy and execution. This role will be responsible for maturing and operating a structured ISV, VAR, MSP & SI alliance program that accelerates bookings, revenue growth, and market share. The ideal candidate has a proven track record of designing and executing partner programs within a systems integrator or consulting organization—transforming partner relationships into a measurable growth engine.

Location: USA

Employment Type: Full-time, Remote

RESPONSIBILITIES:

• Alliance Program Leadership
• Design and implement a scalable alliance program framework with ISV, VAR, MSP & Sis that directly drives bookings & revenue growth.
• Build executive-level relationships with partner sales, channel, and alliances leadership to align on shared pipeline and growth objectives.
• Define joint business plans with top partners (e.g., SailPoint, Okta, CyberArk, KPMG, NTT, iSolve, WWT, SHI, etc.), incorporating revenue targets, field alignment, enablement, and marketing.
• Drive the enablement of Partner Sellers on KDC offerings
• Revenue & Pipeline Impact
• Deliver measurable growth in bookings and revenue from partner-sourced and partner-influenced opportunities.
• Embed partner-sourced lead generation into the company's sales pipeline, ensuring a consistent flow of qualified opportunities.
• Collaborate with sales leadership and the delivery organization to integrate partner motions into account planning and field execution.
• Collaborate with KDC Partner Marketing team to drive relationships with partner field teams (Sales, Leadership, Customer Success, Renewals)
• Program Compliance & Enablement
• Ensure compliance with all partner program requirements, including certifications, competencies, and performance standards.
• Build an internal enablement program so sellers, delivery teams, and marketers know how to engage and co-sell with partners.
• Maintain a partner scorecard/reporting system to track certifications, revenue contribution, pipeline health, and program ROI.
• Executive & Field Engagement
• Act as the KDC sponsor for partner relationships, representing the company at industry events, executive briefings, and partner councils.
• Drive alignment between our field sellers and partner account executives to maximize customer introductions and joint pursuit strategies.
• Oversee partner marketing activities, including joint campaigns, demand generation programs, and thought leadership.

REQUIRED QUALIFICATIONS

• 5+ years of progressive experience in channel, alliance, or partner leadership roles within an IAM/Cybersecurity systems integrator/services firm.
• Proven track record of building/maturing an ISV and/or VAR partner program and delivering measurable bookings/revenue impact.
• Strong executive network within leading ISVs (identity/security preferred) and VARs/resellers.
• Deep understanding of partner program mechanics, including certifications, competencies, incentive structures, and field alignment.
• Strong leadership, organizational, and cross-functional collaboration skills; able to influence at the executive level both internally and externally.
• Entrepreneurial mindset with the ability to operate strategically and tactically to scale a high-impact alliance function. #LI-RJ1

Why KeyData Cyber?

A Place Putting People First – Our team is our strongest asset. We have smart, hard-working, and talented team members. We support learning and development at all levels and encourage work-life balance as part of our key values.

A Place to Accelerate Your Career – We have the most digital identity solution deployments in Canada and we are in hyper-growth mode across North America. There are extensive opportunities to learn, develop, and advance in different areas of the business.

A Place to Share Your Perspective – We create a culture of respect, belonging, and empowerment for everyone by promoting fair treatment and full participation for all.

If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.

Apply now to join the KeyData Cyber team!