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Director - Partnerships

Sprinto

Role overview

Qualifications

  • 8+ years of experience in strategic alliances, channel partnerships, or related fields
  • Deep understanding of the SaaS/ISV landscape, specifically in cybersecurity and GRC
  • Proven ability to build and maintain executive-level relationships
  • Strong negotiator with experience managing partnership revenue quotas

Responsibilities

  • Lead the development and execution of Sprinto’s strategic alliances and channel partnership strategies
  • Identify, recruit, and onboard new partners, focusing on revenue growth
  • Cultivate deep relationships with partner C-suite executives and decision-makers
  • Design and implement joint sales and go-to-market strategies with partners

Key facts

Hard skills

Strategic Partnership Revenue Growth Performance Improvement

Other skills

  • Negotiation
  • Relationship Management
  • Analytical Thinking
  • Technical Acumen
  • Mentorship
  • Communication
  • Teamwork
  • Problem Solving

About the company

Sprinto logo

Sprinto

Automating Information Security Compliances & Privacy Laws for fast growing SaaS companies. Use Sprinto to obtain information security compliance, close enterprise deals faster, and pass vendor security assessments easily.

Company details

Company typeScaleup
Company size201 - 500

Links

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Job description

Sprinto is an Autonomous Trust Platform that centralizes trust requirements across security frameworks, vendors, and customers.

Sprinto autonomously executes tasks needed to maintain trust across compliance, audits, risk management, vendor risk, privacy, and AI governance, enabling organizations to maintain a strong, reliable trust posture without draining operational bandwidth and resources on repetitive tasks.

Backed by top-tier investors such as Accel, Elevation, and Blume Ventures, we’ve raised $31.8M in funding to fuel our mission. Trusted by over 3,000 organizations across 75 countries, Sprinto helps organizations stay audit-ready, manage real-time risks, and scale fearlessly. With 300+ native integrations and AI-driven automation, Sprinto supports 200+ global security standards natively, including SOC 2, ISO 27001, GDPR, HIPAA, PCI-DSS, and more. Sprinto's extensible architecture enables organizations to build and support an infinite number of custom integrations and frameworks.

Founded in 2020 by second-time founders Girish Redekar and Raghuveer Kancherla, Sprinto powers compliance for organizations like Whatfix, Encora, Anaconda, Whatnot, Ultrahuman, WeWork, Everstage, AI Foundation, HackerRank, and many more.

Sprint With Sprinters
At Sprinto, your work has purpose — and your life has space. We are a workplace where you’re empowered to execute on your most ambitious ideas and deliver your best output in a fast-paced, innovative, and supportive environment.
 
Joining Sprinto means you will never run alone; you will always have the freedom to take your shot and the support to go farther than you imagined.

What The Role Involves:
 
At Sprinto, partnerships are the backbone of our revenue strategy. As the Director of Strategic Alliances & Channel Partnerships, you will play a critical role in developing, managing, and scaling strategic relationships with key identified partners . Your primary objective? Fuel Sprinto’s growth by owning and driving 25% of the company's revenue. You’ll have the opportunity to build a high-performing ecosystem of partners and help Sprinto achieve success on a global scale.

What Your Impact Will Look Like:
  • Partnership Strategy: Lead the development and execution of Sprinto’s strategic alliances and channel partnership strategies, focusing on creating new revenue channels and shall be responsible for designing, optimising & scaling the partner programs.
  • Partner Acquisition: Identify, recruit, and onboard new partners, including but not limited to : - MSPs, MSSPs, GSIs, and Consulting Partners, with a focus on driving significant revenue growth.
  • Relationship Building: Cultivate deep relationships with partner C-suite executives and decision-makers, driving collaborative efforts and mutual success.
  • Joint Sales & GTM Programs: Design and implement joint sales and go-to-market (GTM) strategies with partners, increasing Sprinto’s market penetration.
  • Negotiation & Contracts: Lead contract negotiations, growth plans, and deal structuring with partners, ensuring terms are mutually beneficial.
  • Revenue Growth: Own partnership-driven revenue targets, managing the end-to-end partner lifecycle from prospecting to revenue generation.
  • Performance Optimisation: Evaluate partner performance through regular business reviews, recommending improvements to enhance mutual value.
  • Cross-functional Collaboration: Work closely with sales, product marketing, and solutions teams to ensure partner programs are fully supported with the right tools and resources.
  • Mentor & Enable: Act as a mentor to internal teams and partners, offering coaching and enablement to drive results.
  • Building team: Ability to build the partnership team ground up, is actively involved in forecasting the resources requirements and collaborates with the Talent Acquisition team to hire best for the team.
  • Dashboard & Reporting: Track and report on the success of partnerships using CRM and other sales intelligence systems.

    • What You’ll Bring To The Team:
  • Experience: 8+ years of experience in strategic alliances, channel partnerships, or related fields, with a track record of revenue generation and partnership success.
  • Industry Expertise: Deep understanding of the SaaS/ISV landscape, with specific knowledge of cybersecurity, GRC, and the changing market dynamics.
  • Relationship Management: Proven ability to build and maintain executive-level relationships and drive collaborative success.
  • Negotiation Skills: Strong negotiator with the ability to craft and finalize partnership contracts, including growth plans and deal structures.
  • Revenue Ownership: Experience managing partnership revenue quotas and driving consistent growth through strategic alliances.
  • Analytical & Strategic Thinking: Ability to analyse performance data, identify opportunities, and implement growth strategies.
  • Technical Acumen: Familiarity with APIs and the ability to identify potential integration opportunities.
  • Cross-functional Leadership: Adept at working across departments, ensuring alignment between sales, marketing, and product teams.

    • How We Care For Our Sprinters :
  • Work wherever you are: We’re 100% remote, so you get to choose if you want to work from home, cafe, hills or beaches.

  • Co-working, on the house: If co-working is your jam, we offer a generous annual allowance of up to INR 14,000 annually* for social working.

  • We care about your learning: We are invested in seeing you grow, and commit USD 1000 annually to help you level up your skills.

  • We count your spark, not your leaves: We care about you not just as an employee, but as a person. So if you need a reset, make use of Unlimited leaves.

  • Your Safety Net, Woven in: We take care of the what-ifs. From health insurance with coverage up to INR 10 lakh for you and your family, to accident protection of an additional INR 10 lakh, and life insurance worth 3× your annual salary, our benefits wrap you and your family in protection so you can focus on thriving.

  • Workspace setup of your dreams: Work from anywhere, and if that’s home, we’ll chip in INR 35,000 to help you create a space that’s as effortless as your workflow.
    •  

    Inclusion & Diversity -
    Sprinto is an equal opportunity employer and does not discriminate on the basis of race, colour, religion, gender, sexual orientation, age, disability, or any other protected status. You are welcome at Sprinto for who you are, and we encourage you to bring your complete selves to work. Our culture is built on the strength of diverse thinking — when people with different perspectives, ideas, and ways of solving problems come together, it fuels collaboration and accelerates our mission.
     
    At Sprinto, we are passionate about inclusivity and making sure our entire recruitment process is accessible to everyone. Please share your request for reasonable accommodations at any stage of the application or interview process; we want to ensure everyone feels heard and seen.

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    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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