Key Facts

Remote From:

Full time

Senior (5-10 years)

English

Hard Skills

Channel Management Channel Sales Referral Marketing Brand Management Registration Technology Integration Auditing Business Development Sales Forecasting Event Marketing Business Partnering Customer Centricity Presentation Training

Other Skills

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Consulting
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Accountability
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Communication
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Negotiation
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Time Management
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Teamwork
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Relationship Building

RiskOptics

About RiskOptics

We believe cyber risk management has evolved from an IT problem into a business problem. Because of this shift, security executives must adapt how they communicate risk to the board. But since risk is hard to frame in the context of a business initiative, security executives need help putting risk into business terms that the board can use to make informed, strategic decisions to drive growth. Additionally, security teams are often seen as the team that says “no”, shutting down projects and initiatives due to risk, which limits growth and results in missed opportunities. At RiskOptics, we aim to make risk management more strategic, pulling it up from tactical “check-the-box” work to something more valuable to both the company and the security team. There’s an opportunity for security executives to go beyond just protecting their company and secure their role as a more valuable, strategic member of the team. We can help by giving them the business context they need to report risk to their board in a way that is easy to understand and act upon.

Founded: 2018

Company size: 51 - 200

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Job description

About ZenGRC!

Founded in 2009, ZenGRC is a leading provider of governance, risk, and compliance (GRC) SaaS solutions, offering a robust product: ZenGRC. Recognized for its in-house GRC expertise, ZenGRC delivers Simply Powerful GRC solutions that guide organizations through compliance with ease and efficiency.

ZenGRC stands out by offering a single price for comprehensive access to all modules and frameworks, ensuring users benefit from a seamless and cost-effective experience. Dedicated to simplifying GRC processes, ZenGRC continues to innovate and support organizations in achieving compliance and managing risk effectively.

Channel Partner Manager, ZenGRC

Remote. Travel required for partner events, industry conferences, and company offsites.

About ZenGRC

ZenGRC is a governance, risk, and compliance platform built for lean teams managing multiple frameworks. With 117 automated integrations, AI-powered assessments, and cross-framework evidence reuse, ZenGRC turns compliance from manual documentation into continuous operational readiness. Organizations use ZenGRC to manage SOC 2, ISO 27001, HIPAA, HITRUST, NIST, PCI, and CMMC programs from a single system of record.

About the Role

ZenGRC is building a partner-driven revenue channel as a core part of our 2026 growth strategy. We have active partnerships in healthcare compliance and regulated industries, with plans to expand. This role owns the channel number.

You will manage existing partnerships, source new ones that fit a specific partner ICP, and actively co-sell with partners through the full deal cycle. This is a quota-carrying role. You are measured on closed partner ARR, not pipeline or activity.

What You Will Do

Own and grow active partnerships. Drive joint pipeline through shared outbound, co-presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries.
Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co-branded campaigns, and deal registration into ZenGRC opportunities.
Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, VARs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation.
Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides.
Integrate with the sales team. Attend weekly forecast reviews. Own partner-sourced deals from first touch through close with joint accountability with the AE. No black-box forecasting from partner contacts.

What We Are Looking For

5 or more years of channel or partner sales experience in B2B SaaS. GRC, InfoSec, compliance, or audit software experience is a strong plus.
Proven track record of closed partner ARR. Not pipeline generated. Not partnerships signed. Closed revenue.
Experience co-selling with audit firms, MSSPs, VARs, or consulting partners. Understanding of how these organizations evaluate technology partnerships and what motivates referrals.
Ability to build and run a co-sell motion. You can run a demo, qualify a deal independently, and close with an AE. You do not depend on a partner to manage the sales cycle for you.
Existing relationships with audit firms, MSSPs, or VARs in regulated industries are a plus, provided you have a track record of converting those relationships into closed business.
Strong pipeline discipline. You forecast from evidence. You qualify partners the same way a good AE qualifies buyers.
Comfortable in a mid-market SaaS environment without a large supporting infrastructure. You build the playbook. You do not wait for one.

#LI-REMOTE

Benefits (US-Based Employees)

We are committed to the health and safety of our people. Our people are mostly working remotely, collaborating online, and connecting over video, as they continue to deliver high-quality technology solutions
Competitive salary and equity (we want everyone to be a stakeholder)
Full benefits (medical, dental, vision, wellness offerings, etc.)
Unlimited PTO, paid sick days, 11 holidays
Collaborating with smart coworkers who put customers first

Equal Employment Opportunity Statement

We value a diverse environment. ZenGRC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, citizenship or immigration status, disability status, genetics, protected veteran, sexual orientation, gender identity or expression, or any characteristic protected by federal, state or local laws.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

The statements herein are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required for personnel so classified.

ZenGRC will comply with all local data protection laws, including GDPR when it comes to the handling and processing of personal data. All resumes submitted to ZenGRC will be retained for 6 months (12 months with your consent) after submission for recruitment purposes. Should you wish for us to remove your personal data from our recruitment database, please email us directly at talent@zengrc.com.

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