Partner Manager, Security (Los Angeles, CA)

About the Position

Partner Manager, Security (Los Angeles, CA)

Los Angeles, CA

Sales & Marketing

Full Time

On-site

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About Spin.AI

Spin.AI is a global SaaS security company based in Palo Alto, CA, protecting enterprises from SaaS ransomware, Shadow IT, non-compliance, data loss, and data leak disasters in the cloud.

SpinOne is an all-in-one SaaS data protection platform built for mission-critical applications such as Google Workspace, Microsoft 365, Salesforce, Slack, and Atlassian. We deliver the most innovative last line of cyber defense, along with SaaS data management and protection, for more than 2,000 organizations worldwide. Learn more at https://spin.ai

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About the Role

We are looking for a hungry, energetic Partner Manager to join our growing security team. Reporting directly to our VP of Sales, this role will focus on building Spin.ai's partner network - initially focusing on the Google Workspace partner ecosystem, then growing into security-specific partnerships. You will help sell Spin.ai's recently acquired industry leader in Google Workspace Security, DoControl, as well as Spin.ai's growing Browser Security solution, combining the two into a powerful, best-of-breed security offering. With the foundation already built - working with leading GWS partners such as SADA, Pythian, and Wursta - we're looking for someone who can take over the running motion and, most importantly, push it to the next level with their knowledge and expertise.

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Responsibilities

Partner Sourcing

• Identify net-new Google Workspace and security resellers to work with, and book intro meetings to communicate joint value
• Attend local and global events to grow and maintain relationships, representing Spin.ai as a leading Google Workspace DLP and Browser Security solution
• Work with the VP of Sales and Account Executives to schedule initial account-mapping sessions and start driving joint pipeline
• Complete and sign relevant reseller agreements, and negotiate and confirm margins

Partner Deal Sourcing

• Work with the partner sales team and Spin.ai's sales team to build joint pipeline - this includes writing emails for partner reps to send to their customers, following up on those threads, and creating slides for their recurring customer calls
• Enable the partner sales team to effectively position and sell Spin.ai security solutions through weekly 1:1 account mappings and the materials listed above
• Stay involved as needed from deal sourcing through closed-won to ensure strong engagement from both sides and a successful outcome for all parties

Partner Relationship Management

• Partnerships are a relationship game - maintain key relationships across all major partners to keep Spin.ai top of mind and seen as a trusted partner
• This includes weekly 1:1s with key reps, traveling for lunches, dinners, and events, and staying in regular, informal contact (text)

Market Expertise

• Maintain deep knowledge of the Google Workspace DLP and Browser Security space
• Understand Spin.ai's differentiators and know every competitor inside and out
• Fluently pitch the combined DLP + Browser Security solution, with the ability to sell each individually or jointly as needed
• Ask the right discovery questions to effectively communicate joint value in partner intro meetings

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Requirements

• Google Workspace Partner Experience: 3+ years of experience successfully working and selling within the Google Workspace partner ecosystem (SADA, 66degrees, Pythian, etc.)
• Domain Knowledge: Strong understanding of DLP and Browser Security
• Security Partner Experience: Google Workspace is the primary focus, but you also have the drive and ability to grow into building security-specific partnerships (Optiv, etc.)
• Positive Attitude: A mindset focused on positivity and finding ways to do more, every day
• Grit and Drive: Willingness to get hands-on, go above and beyond, leverage internal resources, and do what it takes to drive success for yourself and your prospects

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We Offer

• $300k OTE plus Uncapped Commissions
• Unlimited PTO
• Hybrid Office Model
• Paid Holidays
• Premium health, dental, vision, and life insurance, 100% covered by the company
• 401(k)
• Employee Wellness Program

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About the Company

Spin.AI is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status under federal, state, or local anti-discrimination laws.

For individuals with disabilities that need additional assistance at any point in the application and interview process, please contact our HR Manager, Shushan Akopian via [email protected].

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.