Zesty

Role Description Zesty is at a point where partners aren’t just a channel - they’re a core part of how we grow and deliver value. We’re looking for someone to own that motion end-to-end and help shape what that looks like at scale. - Partner-sourced ARR - you set the targets, you hit them - Recruitment and activation of MSPs, VARs, SIs and resellers in the AWS/Azure/GCP ecosystem - Full partner lifecycle: from first conversation to a live, revenue-generating GTM motion - Joint pipeline with each partner - you build it, track it, and own the number - Go-to-market strategy per partner segment - not a template, a real playbook - Cloud alliance - Executive relationships at partner organizations - you’re their Zesty counterpart - Tight collaboration with Sales, Marketing, and RevOps to convert partner pipeline into closed revenue Qualifications - 10+ years in channel/partnerships, with at least 3 years owning a partner revenue number - Experience in a high-growth SaaS startup - Proven track record growing MSP/VAR partnerships in the cloud ecosystem - from pipeline to closed ARR - Deep relationships in the AWS and/or Azure partner networks - Has built GTM motions, not just managed them - Comfortable being the only person in the room who owns the partner P&L - no safety net - Sharp commercial instincts: you negotiate, influence, and close - Native-level English - written and verbal Requirements - K8s domain knowledge (Nice to Have) - FinOps or cloud cost management domain knowledge (Nice to Have) Benefits - Diversity & Inclusion - Be yourself! We welcome employees from all backgrounds and have created a workplace where everyone can feel empowered. - Transparency - We share our success stories, failures, processes, numbers, and everything in between. If you want to know something that wasn't shared with you – just ask! - One Team - We genuinely trust each other which enables us to act as one team working together toward the same mission. All team members are equally important. - Open Communication & Feedback - When facing challenges, we always look for fresh ideas and ways to overcome them and we embrace constructive feedback that can and should be given to anyone. - Ego is out at the door - Ego obscures and disrupts everything: the planning process, the ability to take good advice, and the ability to accept constructive feedback. We operate with a high degree of humility.