Senior Executive, Commercial & Partnerships / Channel & Market Activation

Responsibilities

• Strategic Partnership Development
• Develop and execute business plans for nominated strategic partners, grounded in a clear understanding of the cybersecurity landscape, prevailing threat vectors, and how our product portfolio addresses them.
• Monitor partnership performance, ensuring targets are achieved and challenges are proactively resolved, including positioning or technical misalignments that may impede customer adoption.
• Partner Enablement & Revenue Growth
• Enable partners through coordinated sales programmes, solution positioning workshops, and technical engagement sessions that build confidence in deploying and advocating for our cybersecurity solutions within their customers' systems architecture.
• Develop and execute joint marketing initiatives - including sector-specific campaigns targeting CII operators, case studies, threat briefings, and thought leadership content - to accelerate pipeline growth and reinforce our brand as a trusted cybersecurity partner.
• Partner Recruitment & Ecosystem Expansion
• Identify, evaluate, and onboard new in-country partners aligned to company strategy, with a focus on partners that have established access to CII operators, regulated industries, and organisations with significant cybersecurity obligations.
• Serve as the primary point of contact for key partners - building trust, resolving commercial conflicts (e.g. deal registration or channel disputes), and functioning as an internal advocate who helps partners navigate complex enterprise or government procurement processes.
• Set clear sales targets and track KPIs including partner-sourced revenue, pipeline health, and conversion rates - with a particular focus on converting prospect engagements where cybersecurity relevance and product fit have been clearly established.
• Collaborate with partners on long-term growth strategies, including identifying new verticals, emerging CII mandates, or evolving threat landscapes that create opportunities to introduce or deepen our product footprint.
• Cybersecurity Narrative & Customer Education
• A central part of this role is helping partners and end-customers understand why and how our cybersecurity products are relevant to them - because if they do not see the need or value, they will neither sign on as partners nor purchase from us.
• Translate cybersecurity concepts - including OT/IT convergence risks, supply chain vulnerabilities, ransomware threats to industrial environments, and regulatory compliance requirements - into accessible, compelling narratives tailored to executive, operational, and technical audiences.
• Apply the cyber-physical security narrative to demons

Additional Information

We are seeking an experienced and commercially driven Senior Executive, Commercial & Partnerships / Channel & Market Activation to lead revenue growth through indirect channels. This role focuses on expanding market reach, strengthening strategic partnerships, and optimising partner performance across the region. Critically, the ideal candidate brings a cybersecurity background - whether from technical, operational, or advisory roles - that enables them to speak credibly to partners and customers about real-world cyber threats, deployment architectures, and the strategic value of our solutions. This is not a pure sales or relationship role: it requires someone who can bridge the commercial and the technical, articulate how our cybersecurity products integrate into customers' systems, and persuade stakeholders in Critical Information Infrastructure (CII) sectors and beyond that investing in the right cybersecurity capabilities is not optional - it is imperative.

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