Channels and Partnerships Lead

About the Role

• We're hiring our first Partnerships Lead to build the partner ecosystem that will become a force multiplier for Artemis's growth.
• Parters are not our distribution strategy-they are a growth strategy. They influence buying decisions, accelerate trust, drive deployments, and expand market reach. The right ecosystem can create outsized leverage for an early-stage company.
• This is a builder role.
• You'll define Artemis's partner ecosystem strategy from the ground up, recruit and activate strategic partners, establish repeatable partner motions, and build the operational foundation for a world-class channel and alliances organization.
• You'll work directly with the founders and partner closely with Sales, Product, Marketing, Customer Success, and Engineering.
• Success in this role means turning partnerships into measurable revenue, market awareness, customer outcomes, and strategic advantage.

Responsibilities

Build the Ecosystem Strategy

• Develop and execute Artemis's partner strategy across:
• Strategic channels and technology alliances
• Cloud providers
• Security platforms
• MSSPs and MDRs
• Value-added resellers
• Global Systems Integrators (Accenture, Deloitte, EY)
• Regional and boutique consulting partners

Recruit and Activate Strategic Partners

• Identify, recruit, and activate the first wave of strategic partners aligned with Artemis's target customer profile.
• Prioritize partner investments based on revenue potential, market influence, technical alignment, and customer reach.
• Establish executive relationships across partner organizations.

Build Repeatable Partner Operations

• Create and operationalize:
• Partner program framework
• Deal registration
• Rules of engagement
• Incentive structures
• Partner Marketing strategy
• Referral and reseller motions
• Marketplace strategy
• Partner success metrics and operational best practices

Execute Joint Go-to-market

• Build partner business plans and quarterly success metrics.
• Develop joint sales plays, campaigns, events, workshops, and executive engagement programs.
• Drive co-sell motions and marketplace opportunities.
• Coordinate pipeline generation activities with Sales and Marketing.

Build World-class Enablement

• Build partner enablement strategy and partner cross-functionallly to deliver assets, training, demo environments, battlecards, technical documentation-that let partners use, sell and deploy Artemis (products and services) with confidence

Own Revenue Outcomes

• Drive partner-sourced and partner-influenced pipeline.
• Establish partner contribution as a measurable component of company growth.
• Build forecasting and reporting mechanisms for partner performance.

Qualifications

• 7+ years of experience in partnerships, alliances, channel sales, ecosystem development, or business development.
• 3+ years within cybersecurity, cloud, or enterprise infrastructure.
• Demonstrated success building partner programs from an early-stage or growth-stage environment.
• Proven ability to generate measurable pipeline and revenue through partnerships.
• Strong trusted network of channel and tech alliance partners
• Experience building executive-level relationships and influencing senior stakeholders.
• Strong operational discipline with the ability to build scalable processes from scratch.
• Excellent written, verbal, and presentation skills.
• Comfortable operating in ambiguity and moving quickly with limited resources.

Nice to Have

• Prior experience as the first partnerships or channel hire at a cybersecurity startup.
• Experience helping scale a company from Series A through growth stage.
• Background in sales engineering, product management, consulting, or enterprise sales.
• Experience with cloud marketplaces and co-sell programs.
• Existing relationships with AWS, CrowdStrike, Google, Accenture, Deloitte, EY, Optiv, GuidePoint, WWT, and major MSSPs.
• Experience structuring OEM, embedded technology, and strategic ecosystem partnerships.
• Familiarity with AI-native security, security operations, threat intelligence, and enterprise security architectures.