Channel & Partner Marketing Manager

RapidFort is a cybersecurity company focused on eliminating software vulnerabilities and reducing attack surface across containerized and cloud-native environments. The Channel & Partner Marketing Manager will build and execute partner marketing strategies, joint go-to-market programs, campaigns, enablement, events, and MDF initiatives to generate measurable pipeline and revenue through RapidFort's partner ecosystem.

Responsibilities:

• Build and execute RapidFort's channel and partner marketing strategy with a clear focus on partner-sourced and partner-influenced pipeline and revenue
• Develop integrated campaigns to, with, and through partners that create qualified opportunities and accelerate existing deals
• Work with Sales and Partnerships to identify strategic partners, target accounts, industries, and active opportunities where joint marketing can have the greatest commercial impact
• Develop account-based partner campaigns supporting priority enterprise and Public Sector opportunities
• Establish clear goals for each program and measure results through pipeline, opportunities, revenue influence, engagement, and ROI
• Develop joint GTM plans with VARs, resellers, distributors, systems integrators, cloud partners, technology alliances, MSPs/MSSPs, and other strategic partners
• Build repeatable co-marketing campaigns across digital, email, ABM, content, webinars, workshops, field programs, and events
• Create campaigns around RapidFort product capabilities, integrations, customer use cases, industry priorities, and strategic announcements
• Develop joint value propositions that clearly explain why customers should adopt RapidFort alongside complementary partner technologies and services
• Turn successful campaigns into repeatable partner marketing playbooks that can scale across the ecosystem
• Work closely with RapidFort's Public Sector organization to develop marketing programs with government-focused partners
• Build joint campaigns with Federal-focused VARs, distributors, systems integrators, technology partners, and other organizations serving government customers
• Support partner programs focused on software supply chain security, container security, vulnerability remediation, DevSecOps, and cloud-native security
• Develop campaigns around the security challenges and requirements facing Federal and DoD organizations
• Coordinate partner marketing around relevant government, cybersecurity, cloud, and industry events
• Help RapidFort identify where partner relationships can expand our reach into strategic government and regulated-industry accounts
• Give partners everything they need to successfully take RapidFort to market
• Develop partner campaign kits, messaging, solution briefs, presentations, co-branded assets, customer stories, email campaigns, sales tools, and digital content
• Translate complex RapidFort capabilities into clear partner and customer value propositions
• Work with Product Marketing, Product, Engineering, Sales, and Solutions Engineering to ensure technical messaging is accurate, differentiated, and compelling
• Develop materials that help partners understand when to bring RapidFort into an opportunity, what problems we solve, and how to position us with customers
• Own and manage MDF and co-marketing investments from planning and approval through execution and ROI measurement
• Ensure marketing investment is concentrated on partners and programs capable of producing measurable business results
• Plan and execute joint webinars, workshops, executive roundtables, partner events, conferences, and field programs
• Build pre-event and post-event campaigns designed to convert engagement into sales opportunities
• Partner closely with Sales to ensure leads and opportunities receive appropriate follow-up
• Measure event and MDF effectiveness based on pipeline and revenue impact—not simply attendance or lead volume
• Partner-sourced pipeline
• Partner-influenced pipeline
• Qualified opportunities generated
• Pipeline acceleration
• Revenue influenced by partner programs
• Strategic partner engagement and activation
• Campaign conversion
• MDF and co-marketing ROI
• Event-to-opportunity conversion
• Performance by partner and program
• You'll use data to determine which programs should be scaled, changed, or stopped
• Establish a repeatable channel and partner marketing operating model
• Activate priority partners with meaningful joint GTM programs
• Build measurable partner-sourced and partner-influenced pipeline
• Develop repeatable campaigns that can be deployed across multiple partners
• Improve RapidFort's presence within the cybersecurity and Public Sector partner ecosystem
• Establish clear MDF investment and ROI discipline
• Create strong partner-facing messaging and enablement
• Build reporting that shows which partners and programs are contributing to pipeline and revenue
• Become a trusted marketing partner to RapidFort's Sales, Public Sector, and Partnerships organizations

Requirements:

• U.S. citizenship required due to the nature of RapidFort's work supporting U.S. Department of Defense (DoD) and other federal customer engagements
• 5+ years of direct channel, partner, alliance, or ecosystem marketing experience
• Currently performing a substantially similar channel or partner marketing role, with direct ownership of partner campaigns, joint GTM programs, and pipeline generation
• Demonstrated experience marketing to, with, and through partners
• Experience working directly with VARs, resellers, distributors, systems integrators, technology alliances, cloud partners, MSPs/MSSPs, or similar enterprise technology partners
• Proven experience building joint campaigns that generated measurable opportunities and pipeline
• Experience developing partner GTM plans, demand-generation campaigns, ABM programs, events, webinars, content, and enablement
• Experience managing MDF/co-marketing budgets and measuring ROI
• Strong understanding of B2B enterprise technology sales and how channel partners influence and participate in complex sales cycles
• Experience working directly with Sales and partner/channel organizations—not simply supporting them from a central marketing function
• Strong analytical skills and experience measuring marketing activity against pipeline and revenue
• Experience with Salesforce and marketing automation platforms such as HubSpot, Marketo, or equivalent
• Excellent written and verbal communication skills
• Ability to translate complex technical concepts into clear, commercially compelling messaging
• Ability to operate independently in a fast-moving environment and take programs from idea through execution and measurement
• Current or recent cybersecurity channel/partner marketing experience
• Experience with cybersecurity, cloud security, DevSecOps, CNAPP, vulnerability management, container security, software supply chain security, or infrastructure software
• Established understanding of the cybersecurity reseller, distribution, SI, and technology-alliance ecosystem
• Experience working with U.S. Federal/Public Sector technology partners
• Familiarity with government-focused VARs, distributors, systems integrators, and technology partners supporting Federal and DoD customers
• Understanding of cloud-native technologies such as Docker, Kubernetes, containers, SBOMs, CVEs, vulnerability management, and software supply chain security
• Experience helping build or significantly scale a partner marketing function at a high-growth cybersecurity or enterprise technology company