Partner Manager

Job description

Location: Amsterdam or Rijswijk (NL) - Hybrid · Start: as soon as possible

About Guardey

Guardey is a modern security awareness training platform that helps organisations turn their biggest cyber risk – people – into their first line of defence. With gamified micro-learning (3–5 minutes per week), real-time risk insights and audit-ready reporting, we make it easy for companies to stay compliant with frameworks such as NIS2, DORA, ISO and GDPR. We are built from the ground up for partners (MSPs, consultants, insurers) who serve SMB and mid-market customers that are currently under-served by legacy, complex tools.

We have partnerships with distributors, resellers, MSPs and others.

We’re growing fast across new markets, regions and sectors and are scaling our partner ecosystem to reach our ambition of €20M+ ARR. To accelerate this growth, we’re hiring a full-time Partner Manager.

The Role

As Partner Manager you own a portfolio of strategic partners (distributors, resellers, MSPs, VARs, consultants and alliances) and make them successful with Guardey. You’ll combine classic partner management with hands-on sales execution and enablement: onboarding new partners, training their teams, co-creating campaigns, and driving a healthy, data-driven pipeline together.

You will be a key player in scaling Guardey’s partner motion from “early traction” to a repeatable, system-led growth engine.

Key Responsibilities

Partner acquisition & onboarding

· Work closely with our distribution partners to identify, recruit and contract high-potential partners in our focus markets and verticals.

· Run Guardey’s 90-day partner onboarding journey, including sales, product and marketing enablement.

· Align on joint business plans with clear revenue, user and activity targets.

Sales & product enablement

· Train partner sales teams on our ICP, value proposition, competitive positioning (vs. legacy tools) and pricing.

· Enable partners to independently qualify, demo and position Guardey in customer conversations.

· Align with Guardey’s Sales team to drive revenue through the partner channel.

· Organise weekly/bi-weekly pipeline and deal reviews to progress opportunities, plan competitive take-outs and remove roadblocks.

Marketing & demand generation

· Co-create simple joint marketing plans (campaigns, events, webinars, content) to activate the partner’s installed base.

· Work with Guardey marketing to deliver co-branded assets, landing pages and email sequences.

· Track campaign performance and optimize together with partners.

Operational excellence & governance

· Promote disciplined use of lead registration, partner portals and CRM; ensure all partner opportunities are logged, qualified and updated.

· Monitor partner performance against targets; use data to prioritise time and support.

· Manage partner tiers, commercials and incentives in close collaboration with Sales and Finance.

Cross-functional collaboration

· Work closely with Direct Sales on territory & account alignment and co-selling opportunities.

· Collaborate with Customer Success to ensure smooth onboarding and expansion for partner-led customers.

· Provide structured feedback to Product and Marketing on market needs, competition and partner requirements.

What You Bring

Experience & background

· 4–7+ years experience in Partner Management / Channel Sales / Alliances or a quota-carrying B2B SaaS sales role with strong partner exposure.

· Proven success in working with MSPs, VARs, distributors or consulting partners, ideally in cybersecurity or compliance / IT SaaS.

· Comfortable owning a revenue and activity target and working in a fast-paced, scale-up environment.

· Based in the Netherlands. We encourage face-to-face connections with partners.

Skills & mindset

· Startup mentality: hands-on, resourceful, not afraid to build processes as you go.

· High energy & ownership: you take initiative, follow through and like to be on the (virtual) road with partners.

· Challenger sales approach: able to teach, tailor and take control in partner and customer conversations.

· Empathy & relationship building: you understand partner economics and what it takes for them to win with Guardey.

· Data-driven & systematic: experienced with CRM, dashboards and forecast hygiene; you use data to prioritise and scale what works.

· Structured communicator: strong written and verbal communication in Dutch and English.

What We Offer

· The chance to build and scale a partner ecosystem at a high-growth SaaS company in a booming market.

· A role with real impact: your work directly contributes to Guardey’s journey towards €20M+ ARR.

· An international, entrepreneurial team with short lines of communication and lots of room for ownership.

· Competitive salary, variable compensation based on performance, and opportunities for professional growth.

Interested?

Send us your CV and a short note on the most impactful partner motion you’ve helped build or grow and what you learned from it. We’re excited to meet you.