Director of Channel Partnerships

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.

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. 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. 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.

Who We Are :

We’re in business to secure the modern world. Operant’s unique technology solves several of the biggest problems in modern cybersecurity - including the most urgent and critical use cases in securing Agentic AI, MCP, and Gen AI applications - all with an implementation that is so easy that many customers don’t believe that it could possibly be true until they see it in action. As a leader in the AI and MCP security space, we have already been named as a vendor in four Gartner reports in the last year, including the iconic Market Guide for AI Trust, Risk, and Security Management (AI TRiSM), How to Secure Custom-Built Agents, Gartner’s market guide for API Protection and Kubernetes Runtime Security as well as Forrester’s Zero Trust landscape.

Key Responsibilities :

• Drive Partner Growth :

Expand strategic partnerships leading to scaled revenue growth by working closely with partners, engineering and partner success teams throughout the entire partner deal cycle.

Work closely with marketing, sales, product, and engineering teams to align partnership efforts with overall company objectives.

Track and analyze partnership metrics and performance data.

Recruit, train, and mentor a “best-in-class” team of sales engineers and account executives, without relying on BDRs to manage your communication pipeline.

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.

Qualifications :

What you can expect from us :

Operant is an equal opportunity workplace where you will find an open and supportive environment to share your thoughts and ideas, while enabling you to springboard your career in a high-growth, high-energy startup.

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How many years of cybersecurity sales or partnerships experience do you have?

How many years of AI sales or partnerships experience do you have?

Please describe the most relevant experience you have for driving Fortune 500 sales to close in AI cybersecurity [Please be specific to your personal experience and what you think is relevant to succeeding in this role at Operant AI]

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