Strategic Partner Executive

Horizon3.ai

. Own and maintain a comprehensive multi-year SHI joint business plan .

Posted 11/9/2026full-timeAustin • Texas • United StatesSeniorLead💰 $277,000 - $320,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic channel sales and partner management, with a strong focus on building joint business plans and driving measurable revenue growth through collaboration with large technology resellers and service providers. Proficient in pipeline management, forecasting, and executive reporting within the cybersecurity and SaaS domains.

Highest-signal resume keywords

Strategic Channel SalesPartner ManagementPipeline ManagementEnterprise CybersecuritySalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business PlanningForecastingKPI MonitoringSolution SellingNegotiation

Soft Skills

Relationship BuildingCommunicationFacilitationExecutive EngagementCommercial Judgment

Tools & Technologies

SalesforcePipeline Management SystemsReporting Systems

Industry Keywords

CybersecuritySaaSCloudMSSPMSPStrategic PartnershipsJoint Business PlansAccount ManagementPartner InvestmentsGo-To-Market Strategies

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Own and maintain a comprehensive multi-year SHI joint business plan
Establish shared objectives across revenue, pipeline, customer acquisition and expansion, services adoption, enablement, and strategic account penetration
Identify priority SHI account teams, regions, industry verticals, customer segments, and solution motions
Lead executive business reviews and communicate progress, risks, competitive dynamics, and investment needs
Build trusted relationships with SHI executives, sales leaders, account teams, security specialists, technical architecture, services, marketing, procurement, and partner management
Develop executive-to-executive engagement and advocacy for NodeZero
Build and manage predictable SHI-sourced and SHI-influenced pipeline
Orchestrate joint account mapping and whitespace analysis
Identify, qualify, and advance strategic opportunities with Account Executives and Sales Engineers
Develop repeatable co-selling plays and support expansion into broader deployments and recurring programs
Maintain pipeline, forecast, deal-registration, and opportunity-management discipline
Position NodeZero in SHI-led cybersecurity, exposure management, security validation, and services opportunities
Create joint solution bundles, assessment-led engagements, and repeatable delivery motions
Develop and execute targeted SHI enablement, including messaging, battlecards, solution briefs, discovery guides, demo paths, trainings, workshops, showcases, events, and opportunity reviews
Coordinate Horizon3 Sales, Channel, Marketing, Solutions Engineering, Product, Customer Success, Support, Finance, and Legal around joint priorities
Establish operating rhythms, decision rights, escalation paths, and communication standards
Coordinate national strategy with regional channel and direct-sales execution
Manage partner investments including program participation, MDF, events, enablement, technical resources, and executive engagement
Define and monitor KPIs including pipeline, bookings, win rate, active sellers, trained resources, services adoption, customer expansion, and recurring revenue
Monitor competitor activity and provide market and partner intelligence to Horizon3 leadership
Differentiate NodeZero through proof of value, customer outcomes, technical credibility, ease of adoption, and partner economics
Travel to SHI executive meetings, field engagements, customer opportunities, partner events, and industry conferences as needed

Requirements

What you’ll need

Direct experience working with SHI is strongly preferred; comparable experience with a large, matrixed strategic partner is required
10+ years of progressive experience in strategic channel sales, alliances, partner management, or enterprise business development
Demonstrated success managing and growing a complex relationship with a major technology reseller, solutions provider, systems integrator, MSSP, or MSP
Ability to engage and influence senior executives while driving execution with account teams, technical specialists, and services stakeholders
Proven track record of building joint business plans and delivering measurable partner-sourced or partner-influenced revenue
Deep understanding of enterprise cybersecurity, SaaS, cloud, security services, and solution-selling motions
Strong knowledge of how large channel partners organize and execute across sales, technical, services, marketing, procurement, and executive functions
Experience aligning national partner strategy with regional account-team execution
Experience creating partner-led services, solution bundles, or repeatable go-to-market motions
Strong commercial judgment and experience managing complex, multi-stakeholder negotiations and partner investments
Exceptional pipeline management, forecasting, business planning, and executive reporting skills
Excellent presentation, communication, facilitation, and relationship-building abilities
Experience using Salesforce and related partner, pipeline, and reporting systems
Ability and willingness to travel up to 50%
Candidates must be based in Austin, Texas
Must be legally authorized to work in the United States
Must not require employment visa sponsorship now or in the future

Benefits

Comp & perks

Equity package in the form of stock options
Health insurance
Vision insurance
Dental insurance
Flexible vacation
Generous parental leave
Growth opportunities
Hybrid & remote work models depending on role and location
Inclusive and supportive workplace culture
Job-related travel expenses reviewed and approved by manager