X-PHY Inc · 21 hours ago
Partnership and Alliance Manager (Cybersecurity)
Virginia, United States
Full-time
Onsite
Senior Level
5+ years expX-PHY Inc is an industry leader in cybersecurity technology, delivering cutting-edge solutions that proactively protect businesses from evolving cyber threats. They are seeking a Partnership and Alliance Manager to drive strategic growth across their partner ecosystem.
Cyber SecurityNetwork HardwareNetwork Security
Responsibilities
Drive strategic growth across our partner ecosystem
Manage relationships with Managed Security Service Providers (MSSPs), Solution Integrators, and Technology Alliance partners
Qualification
Required
5-8+ Years in Channel/Alliance Sales: Proven track record of recruiting and managing revenue-generating partnerships in the cybersecurity space
MSSP/MSP Ecosystem Expertise: deeply familiar with the business models of Managed Service Providers. Understands how they bundle services, their recurring revenue (ARR) goals, and how to insert a hardware/endpoint solution into their service stack
Hardware + Software Fluency: Unlike a pure SaaS salesperson, this candidate must have experience selling or partnering around endpoint hardware, firmware, or IoT security. They need to be comfortable discussing 'Hardware Root of Trust' alongside software agents
Track Record with 'Zero Trust' Portfolios: Experience working with partners who specialize in Zero Trust Network Access (ZTNA), VPNs, or Identity Management. They need to articulate how X-PHY acts as the device pillar in a partner's Zero Trust framework
Integration Strategy: Ability to identify technical alignment
GTM Execution: Experience creating joint Go-To-Market plans, including co-branded datasheets, bundled SKUs (e.g., 'Secure Remote Worker Bundle'), and joint webinars
Hunter Mentality: Demonstrated ability to open doors at new partners from scratch, rather than just farming existing accounts
Preferred
Existing Rolodex of decision-makers (CTOs, VP of Product) at top-tier MSSPs, System Integrators, and Remote Access vendors
Experience working with distributors who specialize in cybersecurity hardware/software
Evangelist: Capable of educating software-focused partners on why firmware-level protection is the missing piece in their security offering
Agility: Comfortable in a high-growth environment (like X-PHY) where the partner program is being built or refined in real-time
Benefits
Self-Managed, Ownership-Driven Culture that empowers individuals to take initiative and make an impact
Performance-Based Bonuses that reward results, contributions, and value creation
Passionate, Energetic, and Innovative Work Culture where ideas are encouraged and collaboration thrives
Clear Opportunities for Growth and Development through continuous learning, exposure, and career progression
Positive and Supportive Work Environment that values respect, teamwork, and high performance
Company
X-PHY Inc
Cybersecurity foundations are built from the hardware.
51-200 employees
Funding
Current Stage
Growth StageRecent News
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