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Zania is building agentic AI for Governance, Risk, and Compliance (GRC) to automate and augment complex risk and compliance workflows. The company has achieved exceptional product-market fit with enterprise customers including FAANG and Big 4 firms, raised $18M in Series A funding led by NEA (with Anthropic and Menlo Ventures), and achieved 10x ARR growth in the past year.
As Partnership Manager, you will build Zania's partner channel strategy from the ground up, defining which partner types matter most and turning those relationships into sourced and influenced revenue. This is a founding partnerships role where you will own the entire lifecycle: strategy definition, partner recruitment and launch, enablement, joint go-to-market execution, and scaling the program.
Key responsibilities include:
- Developing partner strategy focused on advisory and audit firms, MSSPs, resellers, technology partners, and cloud marketplaces
- Sourcing, negotiating, and signing partnerships, then running enablement and first co-sold deals
- Owning partner-sourced and influenced pipeline targets and working with sales on account mapping and deal registration
- Collaborating with product and engineering on integrations with GRC, ticketing, and security tools
- Launching and growing Zania's presence on AWS and Azure Marketplaces with co-sell programs
- Building scalable partner agreements, tiers, incentives, deal registration, and reporting systems
Representative projects include signing an advisory firm as a delivery partner for third-party risk assessments, launching on AWS Marketplace with co-sell motions on Fortune 500 opportunities, and building a referral program with audit firms.
You will work closely with founders and the sales team in a hyper-growth environment. The team includes AI and security leaders from Airbnb, Microsoft, Bain & Company, Deloitte, PwC, Brex, and Instacart.
REQUIREMENTS:
- Bachelor's degree in Business, Information Security, or related field, or equivalent practical experience
- 5+ years of experience in partnerships, channel, alliances, or business development at a B2B SaaS company
- Experience working with cybersecurity, GRC, or enterprise software partners (advisory firms, resellers, MSSPs, technology alliances)
- Proven track record of generating partner-sourced pipeline and closed revenue
- Strong structured written and verbal communication skills
NICE TO HAVE:
- Experience at a Big 4 or advisory firm, or managing alliances with one
- Experience launching on AWS or Azure Marketplace and running co-sell motions
- Familiarity with GRC frameworks (SOC 2, ISO 27001, NIST) and platforms (ServiceNow IRM, OneTrust, Archer, AuditBoard)
- Experience as an early partnerships hire at a startup
