Strategic Partnerships Program Manager

• Own Thoropass’s strategic GTM relationships with Vanta, Drata, AWS, Azure, GCP, and priority ISVs.
• Develop repeatable referral, co-sell, account-mapping, marketplace, and joint GTM motions.
• Build relationships across partner executives, sellers, Marketing, & CS teams.
• Identify shared accounts, whitespace, and high-propensity opportunities.
• Develop joint campaigns, ABM plays, field activations, and creative programs that generate demand.

• Make our ecosystem actionable for Thoropass Sales.
• Build partner-specific plays, talk tracks, account strategies, and rules of engagement.
• Create seller-to-seller relationships between Thoropass and strategic partners.
• Enable AEs to identify when and how to activate partners within opportunities.
• Join strategic deals where partner involvement can improve win rate, deal size, or velocity.

• Own performance across the full funnel: referrals → SQLs → SQOs → pipeline → wins → ARR.
• Analyze conversion, velocity, ACV, partner productivity, and campaign performance to identify what is and isn’t working.
• Partner with Marketing Ops and RevOps on attribution, routing, dashboards, and reporting.
• Use account mapping and ecosystem intelligence to identify revenue opportunities.
• Turn data into clear recommendations and action, not just reporting.
• Experience with partner tools i.e. Crossbeam & Suger (or comparable PRM) and cloud/partner marketplace administration.

• 7+ years in strategic partnerships, ecosystem growth, alliances, business development, or partner-led growth in B2B SaaS.
• Demonstrated success owning pipeline, bookings, ARR, or another meaningful revenue target through partnerships.
• Experience with major technology ecosystems such as GRC/security platforms, AWS, Azure, GCP, or SaaS ISVs.
• Strong understanding of B2B co-selling, and professional services sales funnels.
• Highly analytical, with the ability to diagnose funnel performance, forecast results, and make investment decisions from data.
• Proven ability to enable and influence Sales teams and mobilize cross-functional resources without direct authority.
• Strong executive presence and relationship-building skills.
• Required travel, approximately 25–30%.

Thoropass 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, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.