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Qevlar AI is a B2B SaaS scale-up building an AI platform that helps cybersecurity teams transition from reactive to proactive operations through autonomous security alert investigations. The company has raised $44M in Series A and seed rounds from EQT Ventures, Forgepoint Capital, and Partech, deployed solutions with major enterprises like Sodexo and GlobalConnect, and grown to 1,500+ clients across the US and EMEA with multi-million dollar ARR and a target of $25M by end of 2027.
In this VP Partnerships role, you will own Qevlar's service-provider revenue stream, including partner-sourced and partner-influenced ARR from MSSPs, MDRs, and other service providers. You will build the partner program from the ground up in your first 90 days, establishing a partner margin model based on per-alert pricing, tiering, enablement and certification, deal registration, and written rules of engagement with the direct sales team.
Key responsibilities include recruiting and launching new MSSPs across DACH, Benelux, the Nordics, and the UK, then expanding to the US. You will grow existing partners through activation, consumption growth, and regular quarterly business reviews. You will negotiate at C-level within telco-scale partners on complex topics including sovereignty and bring-your-own-cloud deployments, and resolve channel conflicts with regional sales leaders. You will build and lead the Partners team, starting as a player-coach and hiring a Channel Partner Manager and Partner Sales Engineer as the partner pipeline grows.
The role offers meaningful work in cybersecurity with real-world impact, a high-impact position in a small, international, fast-moving team where your contributions directly shape the company, and the opportunity to shape the future of a product already gaining recognition in AI and security circles. The company values autonomy and creativity, and offers equity and early ownership opportunities. You can work from home or join colleagues in the Paris office (9th arrondissement). Travel is approximately 40% of the time.
REQUIREMENTS:
- Built a vendor-side MSSP program from scratch to production revenue at a Series B to D security company (not inherited a mature program)
- Carried a partner-sourced revenue number (not an alliances or activity scorecard)
- Understanding of consumption-based partner economics and ability to build a partner P&L on usage or per-alert pricing
- Knowledge of how a SOC operates and ability to discuss triage and investigation economics (MTTI, MTTR, alert tiering, analyst cost per alert) with SOC delivery directors
- Based in EMEA with real DACH exposure
- Comfortable with enterprise contracting (MSAs, sovereignty requirements)
- Willing to travel approximately 40% of the time
- Fluent in English
- German or French language skills are a strong plus
- Existing relationships with leading European MSSPs are a strong plus
