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. Astra's 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. We've been awarded by PM of India Mr. Narendra Modi at Global Conference on cybersecurity.
Role Overview
We're 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 Astra's 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
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.
