Channel Partnerships Lead

Role Overview

• Build the Channel From Scratch: Design and execute the channel strategy end-to-end -
• partner tiers, economics, enablement, deal registration, and reporting. Bring your existing reseller and VAR relationships in cybersecurity to bear from week one, and use them to generate qualified pipeline alongside our AE team.
• Activate the Cloud Marketplaces: Get Azure and GCP partnerships moving and accelerate the work already underway with AWS. Own the relationships with cloud field teams, navigate marketplace listings and co-sell motions, and turn passive listings into active pipeline.
• Test New Partnership Vectors: Lean into emerging partnership models we've started to prove out, like investor and PE portfolio referral programs. You'll be expected to think from first principles about where Maze's next channel of growth comes from -
• not just replay the standard channel playbook.
• Own Tech Partnerships Pragmatically: Manage our technical partnerships portfolio, prioritising the ones that drive commercial outcomes through co-marketing, co-selling, or joint solutions. Avoid the trap of low-value integration work that doesn't move the needle.
• Work in Sync With Sales: Keep a tight working rhythm with our AEs and sales leadership so partner motions show up in deals, not as a separate track. Make sure channel and direct work amplify each other rather than collide.
• Bring the Partner Voice Into the Company: Feed market signal back into product, marketing, and leadership -
• what partners need to sell us, where co-marketing lands, what competitive positioning shows up in the field.

Requirements

• Built Channel From Zero Before: At least one tour as the first or earliest partnerships hire at a Series A or B security / B2B SaaS company where you stood up the function from nothing -
• partner program, deal reg, enablement, the lot. We're not the right home for someone who's only operated inside a mature channel org.
• Deep, Real Channel Relationships You'll Import: Existing, working relationships with cybersecurity resellers, VARs, and distributors across the US that you can pick up the phone to from day one. None of us at Maze has this network -
• you'll be importing it.
• Hands-On Operator, Not a Team Builder (Yet): You'll be solo in the function for a meaningful stretch. You're energised by getting into the detail -
• running partner meetings, building decks, chasing co-sell opportunities, closing partner-sourced deals alongside AEs -
• not by hiring a team and managing through them. You'll get to build a team eventually, but only after you've built the motion.
• Cybersecurity Domain Credibility: You've sold or partnered in cybersecurity long enough to hold your own with partner sales teams, CISOs, and security leaders without needing to be taught the landscape.
• Sharp, Creative, First-Principles Thinker: You don't run the same playbook you've seen run before just because it's familiar. You're constantly asking what would actually work for this product, at this stage, with this buyer -
• and you can bring novel partnership ideas to the table, not just standard channel motions.
• Hungry, Not Coasting: You're at the stage of your career where you're still trying to prove something. We've seen too many channel leaders go quiet once they've accrued their relationships -
• that's not the profile here. You'll hustle, run an active calendar, and own a number.

Tech Stack

• AWS
• Azure
• Cloud
• Cyber Security
• Google Cloud Platform

Benefits

• Define the Function: You'll be the first partnerships hire and own the strategy end-to-end. Very few series-stage companies offer this scope to one person with the autonomy to test, kill, and double down on what works.
• Ambitious Challenge: We're building at the intersection of generative AI (LLMs and agents) and cybersecurity, tackling one of the most painful problems security teams face -
• the overwhelming volume of vulnerability findings that consume resources without improving security posture. It's a story partners want to sell.
• Expert Team: Work alongside hands-on leaders with experience in Big Tech and Scale-ups. Our team has been part of the leadership behind multiple acquisitions and an IPO. You'll have direct access to the CEO and founding team as you build.
• Impactful Work: Cybersecurity is a force for good. The partnerships you build will help security teams across major organisations focus on what actually matters.
• Attractive Compensation: Competitive OTE with uncapped variable and a 70/30 base-to-variable split, plus meaningful equity in a company building a new category at the intersection of AI and security.