Upstream Security · 5 hours ago
Partner Sales Manager
United States
Full-time
Remote
Mid, Senior Level
3+ years expUpstream Security is a company that delivers a cloud-based, AI-powered data management platform for connected vehicles and smart mobility. They are seeking a Partner Sales Manager to establish scalable routes for co-development, co-marketing, and co-selling with Value Added Resellers and to build alliances with major cloud providers. This role focuses on driving strategic partnerships across North America to enhance Upstream's reach in the IoT and automotive ecosystem.
AutomotiveAutonomous VehiclesCyber SecurityNetwork Security
Responsibilities
Recruit and Enable: Think speed dating, we need to onboard VARs rapidly but only the ones that are a mutual fit. This person will need to have VAR relationship, understand partner profitability and how to speak their language. This person is a blend of sales and tech that can position our solutions to VARs and then start the enablement process
Relationship Management: Cultivate and maintain strong relationships with key stakeholders within GCP and Azure, and other relevant technology partners Collaborate with partner representatives to identify and pursue joint business opportunities. Identify strategic stakeholders within CSPs and work closely with Upstream's sales team to focus on growing our business opportunities
Go-to-Market Initiatives: Collaborate with cross-functional teams to develop joint go-to-market strategies and initiatives. Drive the execution of joint marketing and sales programs to increase market awareness and drive revenue growth. Present our 'better together' story (lead gen) to jpartner field audiences during team calls and account-based co-sell opportunities
Deliver Results: Proactively identify new business opportunities through partnerships. Work closely with the sales team to leverage partner relationships to win new clients and expand existing accounts. Initiate Lunch and learn sessions and partner-led events at partner offices across targeted geographical areas to further strengthen partnerships and drive customer engagement
Strategic Planning: Develop and execute 12-month alliance plans, identifying milestones, strategic OKRs, and growth opportunities. Increase the number of partner-originated opportunities by proactively identifying top pipeline and ideal customer profile prospects and mapping them to Partners’ field teams
Data Driven: Monitor and analyze alliance performance metrics and key performance indicators (KPIs) are met or exceeded. Share monthly reports with the leadership team. Identify, create, and distribute joint win stories and use cases to showcase successful collaborations and mutual value with partners
Market Intelligence: Stay up-to-date with industry trends and the competitive landscape in the cloud technology space. Conduct market analysis to identify potential partner opportunities and areas for growth
Team Collaboration: Foster a collaborative and supportive environment within the organization to encourage cross-functional teamwork
Qualification
Required
At least 3 years of experience managing one or more value added reseller and tech partner alliances, preferably with GCP or Azure expertise
A minimum of 3 years' experience working at a similar position in a start-up environment
Bias for Action: positive, “can-do” spirit- must
A Team Player. Selling is a team sport and the field is our customer
You were your previous Field team's 'go-to' partner person
You earn trust, build trust, and maintain trust
Security/cloud-security domain expertise - an advantage
Bachelor's degree in Business Administration, Marketing, Computer Science or a related field
Proven success and KPIs in driving co-selling through alliances and transacting deals through Cloud marketplaces
Solid understanding of cloud technology and the ability to communicate technical concepts to technical and non-technical stakeholders
Solid communication and presentation skills
Like to travel, meet with partners and attend industry events
Experience in building relationships and scaling them
Proven ability to work independently and effectively in a fast-paced environment
Company
Upstream Security
Upstream Security is a cybersecurity company specializing in automotive cybersecurity and connected vehicle protection.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$105MKey Investors
Cisco InvestmentsBMW i VenturesMitsui Sumitomo Insurance Company
2024-04-10Series Unknown
2021-11-09Series C
2021-08-24Series C· $26M
Leadership Team
Yoav Levy
Co Founder, CEO
Yonatan Appel
Co-Founder and CTO
Recent News
2026-01-16
Company data provided by crunchbase