Partnerships Manager

Location: Bengaluru/Delhi

Reporting to: VP Sales

About us

Astra Security is a top tier VC backed, cybersecurity SaaS company with 1000+ customers across the globe. Astras flagship product Astra Pentest Platform helps businesses uncover vulnerabilities in their infrastructure proactively with its autonomous pentesting capabilities. Last year, Astra helped its customers uncover 5 million+ vulnerabilities, saving them $500 million+ in potential losses. Weve been awarded by PM of India Mr. Narendra Modi at Global Conference on cybersecurity.

Role Overview

Were looking for a Partnerships Manager to own partnerships end-to-end - from identifying new partnership opportunities to driving revenue and scaling long-term partner-led growth.

This is a quota-carrying role with clear revenue ownership. You will be responsible for building, managing, and scaling a high-impact partner ecosystem that contributes directly to Astras quarterly and annual revenue targets.

This role is a high ownership role. You will be the first hire in the Partnership team & will be defining how the channel evolves.

Key Responsibilities

Partnership Strategy & Hunting

• Identify and onboard new strategic, channel, and technology partners
• Proactively hunt partnership opportunities across:

1-Complementary products selling to same ICP

2-Compliance Providers

3-MSSPs

4-Resellers

5-Individual auditors

• Evaluate partner fit, define joint value propositions, and structure win-win models
  

End-to-End Partner Ownership

• Own partner relationships from onboarding to revenue delivery
• Act as the single point of contact for assigned partner
• Drive joint GTM motions, co-selling, and pipeline generation
• Build a relationship with existing partners

Revenue Ownership

• Own individual quarterly partnership revenue targets
• Build and manage a partner-sourced and partner-influenced pipeline
• Forecast partner revenue accurately and report progress regularly

Enablement & Execution

• Enable partners with:

1-Product positioning

2-Use cases and pricing

3-Sales and technical enablement

• Support partners through deal cycles - from discovery to closures

Cross-Functional Collaboration

• Work closely with Direct Sales, Marketing, Product, and Customer Success teams
• Share partner feedback to influence roadmap and GTM strategy
• Coordinate joint campaigns, webinars, events, and field activities

What Success Looks Like (First 3-6 Months)

• Onboard and activate high-quality revenue-generating partners
• Build relationships with existing partners & help them sell more of Astra
• Build a predictable partner-sourced pipeline
• Consistently hit or exceed quarterly partnership revenue targets
• Establish Astra as a preferred security partner within your ecosystem

What We are looking for

• 3-5 years of experience in partnerships, alliances, or channel sales
• Experience in cyber security space
• Strong experience in B2B SaaS, preferably cybersecurity or developer tools
• Proven ability to hunt, close, and scale partnerships
• Carried & exceeded actual revenue quota
• Strong executive communication and relationship-building skills
• Builder mindset- comfortable with ambiguity and zero-to-one initiatives

Why Join Astra Security

• High-ownership role with direct revenue impact.
• Opportunity to build the partnerships function, not just operate it.
• Fast-growing security company with strong product-market fit.
• Work with senior leaders, CISOs, and engineering teams globally.
• Health insurance for you and your partner.