Partnership Manager

Nightfall AI (www.nightfall.ai) is the unified platform that prevents data leaks and enables secure collaboration by protecting sensitive data and controlling how it's shared. For decades, legacy data leak prevention (DLP) solutions have failed to adequately protect sensitive information. Traditional DLP is outdated, intrusive, and complex - it wasn't designed for today's modern enterprise where users continuously share data across interconnected SaaS applications, endpoints, and now generative AI. Nightfall AI is the first AI-native DLP solution. We leverage AI to achieve twice the accuracy with a fraction of the false positives that overwhelm security teams. Nightfall does this without disrupting modern work patterns. Our AI-native platform spans sensitive data protection across SaaS, email, data exfiltration prevention on SaaS, endpoints, and data encryption. Nightfall's Developer Platform provides an open, flexible environment for developers to integrate our data classification and protection capabilities anywhere, including establishing trust boundaries for AI model building and consumption.

As a Partnership Manager at Nightfall, you’ll recruit, onboard, and manage a broad range of partners including ISV’s, Channel and Product partners. Reporting to our CEO and working closely with our Sales organization, you will establish partnerships as an extension of our go-to-market strategy. You are passionate about being part of a high-growth company whose platform is transforming the way organizations manage high volumes of sensitive data. This is a high-profile role with the ability to create enormous value within Nightfall’s go-to-market capabilities.

Responsibilities

• Recruit, onboard, and manage regional, national, and global reseller partners (MSSPs, security consultants, implementation consultants etc.) as part of your portfolio
• Inform and execute Nightfall GTM and enablement partner programs
• Develop specific partnership plans to include annual & quarterly goals, marketing support, requirements, etc.
• Be the primary point of contact for partners throughout the partner lifecycle
• Assist as needed in the development of required support materials for the program
• Work with AEs and Sales Leadership to implement co-selling campaigns to source net new pipeline and to accelerate/influence existing pipeline
• Work with Sales and CS to identify solutions areas that need to be served by product partners and subsequently work with product partners to bring those solutions to market
• Understand and communicate market opportunities, needs, and partner feedback to cross-functional team to inform product and customer success roadmap and prioritization
• Develop mutually-beneficial and trusting relationships with partners - make Nightfall a favored company with which to partner
• Represent Nightfall externally with prospects, customers, and partners in various forums, such as conferences, events, webinars

Requirements

• 7+ years overall work experience in channel partnerships, sales, marketing, and/or business development
• 5+ years of SaaS experience/minimum 3+ years in SaaS cybersecurity
• Self-starter. Equally comfortable taking direction as informing strategy
• Great track record of sourcing, developing and maintaining partner relationships
• Strong product sensibility, and comfort with considering basic technical feasibility of partner solutions
• Executive presence working with senior leadership
• In-depth experience operating within and project managing cross-functional teams (product management, customer success, legal, finance, marketing, etc.)
• Previous direct sales or services sales experience at Enterprise SaaS company preferred

Bonus Points

• 3+ years of relevant alliances and channel experience
• Proven success building channel and product partner relationships from very early stages
• Experience in enabling sales organizations to co-sell with partners
• Experience working with partner programs in their infancy

About Nightfall:

Nightfall is a cybersecurity startup dedicated to helping organizations secure and manage their sensitive data. As a leading enterprise technology company, our product affects the personal data that people entrust businesses to store & process with care every day. Critical data in modern organizations is often sprayed across a broad set of cloud data silos, and it’s a herculean task for security & compliance teams to monitor, manage, and protect this highly sensitive data. Via machine learning, our product makes it easy for organizations to discover, classify, and protect this sensitive data across their cloud footprint - such as their corporate SaaS, data infrastructure, and even their own apps. In doing so, we prevent data leakage, provide unprecedented data visibility & protection across the cloud, and enable compliance. We’re a technology startup founded in San Francisco, well-funded by leading institutional investors like Bain and Venrock, and a cadre of security & IT leaders from Okta, Salesforce, Atlassian, Splunk, FireEye, and more. Learn more on our website www.nightfall.ai or by reaching out via email at careers@nightfall.ai.