Join Uptycs as we scale our business through partners. You will build and run our partner ecosystem, from technology alliances and cloud marketplaces to resellers, MSSPs, and global systems integrators, so Uptycs and our partners win together.
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Team
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Technology Alliances & Channels, alongside Growth Operations
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Focus
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Partner recruitment, co-selling, partner pipeline in Salesforce, marketplace and integration programs
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Experience
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4 to 6 years in channel, alliances or partner operations
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Ideal Profile
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A relationship builder who runs partner programs like a project
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India | Remote
About Uptycs
Uptycs is the unified security platform for cloud workloads, containers, endpoints, and hybrid infrastructure, with CNAPP and XDR delivered from a single data model and a single pane of glass. At its center is Juno, an AI security analyst that investigates independently, reasons across multiple data sources in parallel, and shows the evidence behind every conclusion.
Security data lives in many places: Jira and ServiceNow, Splunk, identity providers, code repositories, and data lakes. Juno has taken Uptycs beyond the boundaries of CNAPP and XDR, uniting those data silos while leaving the data at its source and adding reasoning across all of it. Juno is sold as part of the Uptycs platform and on its own, for organizations running any security stack. Uptycs customers include SAP, IBM, Lookout, Wix, and Nutanix.
Why Now: Scaling Through Partners
Demand for the Uptycs platform and Juno AI Analyst is growing across every region we serve. Partners are central to meeting it: Juno works across the security tools customers already run, and resellers, MSSPs, and systems integrators extend our reach into accounts and regions our direct team cannot cover alone.
Based in India, this role will support partners worldwide, building and managing relationships across all regions. The person who joins now will establish the partner program and the operating rhythm our partner ecosystem runs on.
The Role
You will own our partner ecosystem day to day. Account Executives and Customer Success Managers own the customer relationships; you own the partner relationships and the programs that turn them into pipeline. That covers technology alliances that integrate with Uptycs and Juno, channel partners that resell and deliver our platform, and the cloud marketplaces where customers buy. You will work across Sales, Growth Operations, Marketing, Product, Legal, and Finance, and report partner performance to executive leadership every month.
What You Will Do
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Build the partner network. Identify, recruit, and onboard resellers, MSSPs, global systems integrators, and distributors in priority regions and segments.
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Manage technology alliances. Own relationships with technology partners whose platforms connect with Uptycs and Juno, such as SIEM, ticketing, identity, and cloud providers, and keep joint integrations and listings current.
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Run cloud marketplace programs. Coordinate listings, private offers, and co-sell programs with AWS, Microsoft Azure, and Google Cloud.
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Drive joint pipeline. Run joint account planning with partners and sales reps, track partner-sourced and partner-influenced deals, and follow them through to close.
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Keep partner data clean in Salesforce. Maintain partner accounts, deal registrations, and attribution so partner contribution is visible and accurate.
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Enable partners to sell. Deliver onboarding, training, and sales and technical enablement with Sales Engineering and Marketing.
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Plan joint marketing. Coordinate co-marketing campaigns, webinars, and events with partners and Marketing, and track the leads they produce in HubSpot.
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Run the partner operating rhythm. Hold regular business reviews with key partners, with agendas, scorecards, and owners for every follow-up.
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Manage partner agreements.
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Report partner performance. Build Salesforce dashboards for partner-sourced pipeline, bookings, win rate, and partner activity.
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Put AI to work for the partner program. Use AI tools to research and prioritize prospective partners, prepare business reviews, and automate partner reporting.
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Write the partner playbook. Document partner tiers, rules of engagement, deal registration, and co-selling processes so the program can scale.
Who You Are
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A relationship builder. You earn trust with partner executives and sales teams, and you keep commitments on both sides.
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Four to six years in channel management, technology alliances, or partner operations at a B2B SaaS or security company.
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Partner program experience. You have recruited and onboarded partners and run deal registration, tiering, or co-sell programs.
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Ecosystem knowledge. You understand how VARs, MSSPs, GSIs, distributors, and technology partners work and how they make money.
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Cloud marketplace experience. You have worked with AWS, Azure, or Google Cloud marketplaces or co-sell programs.
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A Salesforce power user with HubSpot experience. You are hands-on with partner accounts, opportunities, reports, and dashboards.
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An operator who closes loops. You set timelines, chase owners, and follow through without being asked.
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A clear communicator. You write crisp updates and are comfortable presenting to partner and Uptycs executives across time zones.
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Adept with AI tools. You use AI assistants and agents (such as Claude, ChatGPT, or Gemini) and the AI features in Salesforce and HubSpot every day to work faster: researching partners, preparing business reviews, analyzing partner data, and automating repetitive reporting. You look for ways to raise the whole team's productivity with AI, not just your own.
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Education. BS/BA/MBA degree or equivalent professional experience.
Nice to Have
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Experience in cybersecurity, especially cloud security, XDR, SIEM, or SOC tools
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Existing relationships with partners in North America, EMEA, or APAC
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Experience with partner relationship management (PRM) platforms
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Experience with sales intelligence and prospecting tools such as ZoomInfo
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Experience building a partner program in a scaling company
Why Uptycs
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Build the partner ecosystem. You will support our leadership to grow the partner program and shape how Uptycs goes to market with partners.
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A seat at the center of the business. You will work directly with executive leadership, sales, Growth Operations, Marketing, and Product leaders, and with partner executives worldwide.
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Technology partners want to build with. Juno reasons across a customer's entire security ecosystem and works with the tools they already run, which gives partners a strong reason to engage.
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A flat organization. Everyone at Uptycs, including our CEO and CPO, is there to help the team win, and decisions move quickly.
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Competitive compensation.
Learn more: www.junoanalyst.ai | www.uptycs.com
