Astra Security - Partnerships Manager

Description:

Location: Bengaluru/Delhi.

Reporting to: VP Sales.

About us:

Astra Security is a top tier VC backed, cybersecurity SaaS company with 1000+ customers across the globe.

Astra's flagship product 'Astra Pentest Platform' helps businesses uncover vulnerabilities in their infrastructure proactively with its autonomous pentesting capabilities.

Last year, Astra helped its customers uncover 5 million+ vulnerabilities, saving them $500 million+ in potential losses.

We've been awarded by PM of India Mr.

Narendra Modi at Global Conference on cybersecurity.

Role Overview:

Were looking for a Partnerships Manager to own partnerships end-to-end from identifying new partnership opportunities to driving revenue and scaling long-term partner-led growth.

This is a quota-carrying role with clear revenue ownership.

You will be responsible for building, managing, and scaling a high-impact partner ecosystem that contributes directly to Astras quarterly and annual revenue targets.

This role is a high ownership role.

You will be the first hire in the Partnership team & will be defining how the channel evolves.

Key Responsibilities:

Partnership Strategy & Hunting:

- Identify and onboard new strategic, channel, and technology partners.

Proactively hunt partnership opportunities across:

1-Complementary products selling to same ICP.

2-Compliance Providers.

3-MSSPs.

4-Resellers.

5-Individual auditors.

- Evaluate partner fit, define joint value propositions, and structure win-win models.

End-to-End Partner Ownership:

- Own partner relationships from onboarding to revenue delivery.

- Act as the single point of contact for assigned partner.

- Drive joint GTM motions, co-selling, and pipeline generation.

- Build a relationship with existing partners.

Revenue Ownership:

- Own individual quarterly partnership revenue targets.

- Build and manage a partner-sourced and partner-influenced pipeline.

- Forecast partner revenue accurately and report progress regularly.

Enablement & Execution:

Enable partners with:

1-Product positioning.

2-Use cases and pricing.

3-Sales and technical enablement.

- Support partners through deal cycles from discovery to closures.

Cross-Functional Collaboration:

- Work closely with Direct Sales, Marketing, Product, and Customer Success teams.

- Share partner feedback to influence roadmap and GTM strategy.

- Coordinate joint campaigns, webinars, events, and field activities.

What Success Looks Like (First 3-6 Months):

- Onboard and activate high-quality revenue-generating partners.

- Build relationships with existing partners & help them sell more of Astra.

- Build a predictable partner-sourced pipeline.

- Consistently hit or exceed quarterly partnership revenue targets.

- Establish Astra as a preferred security partner within your ecosystem.

What We are looking for:

- 3-5 years of experience in partnerships, alliances, or channel sales.

- Experience in cyber security space.

- Strong experience in B2B SaaS, preferably cybersecurity or developer tools.

- Proven ability to hunt, close, and scale partnerships.

- Carried & exceeded actual revenue quota.

- Strong executive communication and relationship-building skills.

- Builder mind set comfortable with ambiguity and zero-to-one initiatives.

Why Join Astra Security:

- High-ownership role with direct revenue impact.

- Opportunity to build the partnerships function, not just operate it.

- Fast-growing security company with strong product-market fit.

- Work with senior leaders, CISOs, and engineering teams globally.

- Health insurance for you and your partner.