Strategic Partnerships Program Manager

The role

This role turns technology partnerships into a predictable revenue source. You will own a quarterly pipeline and ARR target across GRC platforms, hyperscalers, and ISV partners.

What you will do

• Own strategic GTM relationships with Vanta, Drata, AWS, Azure, GCP, and priority ISVs.
• Develop repeatable referral, co-sell, account-mapping, marketplace, and joint GTM motions.
• Build relationships across partner executives, sellers, Marketing, and CS teams.
• Identify shared accounts, whitespace, and high-propensity opportunities.
• Develop joint campaigns, ABM plays, field activations, and creative programs.
• Build partner-specific plays, talk tracks, account strategies, and rules of engagement.
• Create seller-to-seller relationships between Thoropass and strategic partners.
• Enable AEs to identify when and how to activate partners within opportunities.
• Join strategic deals where partner involvement can improve win rate, deal size, or velocity.
• Analyze conversion, velocity, ACV, partner productivity, and campaign performance.

Required qualifications

• 7+ years in strategic partnerships, ecosystem growth, alliances, business development, or partner-led growth in B2B SaaS.
• Demonstrated success owning pipeline, bookings, ARR, or another meaningful revenue target through partnerships.
• Experience with major technology ecosystems such as GRC/security platforms, AWS, Azure, GCP, or SaaS ISVs.
• Strong understanding of B2B co-selling, and professional services sales funnels.
• Highly analytical, with the ability to diagnose funnel performance, forecast results, and make investment decisions from data.
• Proven ability to enable and influence Sales teams and mobilize cross-functional resources without direct authority.
• Strong executive presence and relationship-building skills.
• Required travel, approximately 25–30%.

Nice to have

• Experience with partner tools i.e. Crossbeam & Suger (or comparable PRM) and cloud/partner marketplace administration.

Benefits

• Immediate access to health, vision, and dental benefits
• Betterment 401k
• Equity in a fast-growing company
• Hybrid work-from-home model
• Flexible PTO
• Stipend for Wi-Fi

About the company

Thoropass is an end-to-end cybersecurity auditor that combines expert auditors with an AI-native Audit Lifecycle Platform. Founded in 2019 and headquartered in New York, it has raised $97M in funding.