This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Airlock Digital is seeking a Channel Marketing Manager to build and scale our global Partner Marketing function from the ground up. Reporting to the VP of Marketing and working closely with the Global VP of Channel and Alliances, this role is critical to driving pipeline and revenue through our partner ecosystem. - Develop the partner marketing strategy, frameworks, and programs that enable partners to generate demand, accelerate deals, and position Airlock Digital as a strategic cybersecurity partner. - This is a highly collaborative, hands-on role for someone who thrives in building, executing, and optimizing partner-led growth in a startup environment. Key Responsibilities - Partner Marketing Strategy and Framework - Design and build Airlock Digital’s global Partner Marketing framework from scratch, aligned to overall marketing and channel growth objectives. - Define partner segmentation, engagement models, and go-to-market motions across different partner types (resellers, MSPs, technology alliances, etc.). - Establish best practices, playbooks, and scalable processes for partner marketing execution. - Channel Enablement and Programs - Develop and manage channel enablement materials, campaigns, and programs that help partners effectively market, position, and sell Airlock Digital. - Create partner-ready assets including messaging, campaign kits, content, co-brandable materials, and sales enablement tools. - Support partner onboarding and ongoing enablement in collaboration with Channel Alliance Managers. - Run Partner SPIFs as needed to support growth channels and Partner optimization. - Demand Generation and MDF management - Plan, execute, and optimize global and regional partner marketing campaigns to drive pipeline and revenue through the channel. - Manage Marketing Development Funds (MDF), including strategy, guidelines, approvals, tracking, and ROI measurement. - Partner with channel teams to support joint webinars, events, digital campaigns, and field marketing activities. - Partner Relationships - Build and foster strong relationships with top partner marketing teams, acting as the primary marketing point of contact. - Collaborate closely with partners to co-create joint marketing plans that align to shared revenue goals. - Serve as a trusted advisor to partners on cybersecurity messaging, demand generation, and go-to-market strategy. - Cross-Functional Collaboration and Measurement - Work closely with Product Marketing, Demand Gen, Sales, and Channel teams to ensure alignment and execution excellence. - Track, measure, and report on partner marketing performance, pipeline contribution, and program ROI. - Continuously optimize partner marketing efforts based on data, partner feedback, and business priorities. Qualifications - 5–8+ years of B2B marketing experience, with significant focus on channel or partner marketing. - Experience in enterprise SaaS; cybersecurity experience strongly preferred. - Proven ability to build and scale partner marketing programs from the ground up. - Strong understanding of channel ecosystems and partner-led go-to-market models. - Experience managing MDF and measuring partner marketing ROI. - Excellent stakeholder management skills, with the ability to influence and collaborate across teams and partners globally. Bonus Points - Experience working with global partners across multiple regions. - Background supporting VARs, MSSPs, or strategic technology alliances. - Strong analytical mindset with comfort using data to drive decisions. Benefits - Salary range of USD $136,000 - $170,000. - Medical, dental, and vision insurance. - 401K Plan with 4% Company Match. - Life and Disability Programs. - Paid Parental Leave. - Paid time off and Paid Holidays. - Volunteer and Birthday Time off. - Home Office Allowance. Our Commitment We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.

• Lead full strategy, setup, and daily execution across Meta and Snapchat, including campaign architecture, audience targeting, bidding, and creative deployment tailored to GCC consumers. • Develop and execute weekly/monthly scaling plans, balancing horizontal (new audiences/markets) and vertical (budget increases on winners) approaches. • Proactively manage ad fatigue through rotation, refresh, and performance monitoring to maintain stable, long-term results. • Optimize blended channel metrics (CAC, MER) while ensuring healthy contribution margins at scale. • Design and implement a structured creative testing framework covering angles, hooks, formats (video, static, carousel), UGC vs. produced, and rapid iterations. • Analyze performance data to deliver precise, actionable creative briefs and instructions to our in-house video editor (e.g., hook structure, pacing, proof elements, CTA placement). • Maintain a live content pipeline, testing calendar, iteration backlog, and documentation of key learnings to inform weekly optimizations. • Leverage AI tools to accelerate idea generation, concept variations, and quick mockups for faster testing cycles. • Build and own a comprehensive 60-day launch roadmap, including phased budget ramps, KPI milestones (e.g., early CPA targets, winner identification thresholds), and scaling triggers. • Ensure full tracking readiness (pixel/events, attribution setup) and account hygiene before go-live. • Lead rapid early testing to identify high-performing creatives and audiences, then transition to aggressive profitable scaling. • Document the entire process into a repeatable launch playbook for future brand expansions.

• Help articulate and elevate the value of the Instructure Partner Program through updated website pages, collateral, case studies, partner spotlights, and ecosystem-focused content. • Work cross-functionally with Customer Success and Sales to identify partner success stories and turn them into compelling marketing assets. • Support creation and refinement of messaging that resonates with edtech companies evaluating partnership opportunities. • Ensure marketing tasks and partner program activities are executed accurately, on time, and with high-quality follow-through. • Collaborate with Sales to support outreach efforts, improve lead handoff, and equip teams with updated decks, one-pagers, and partner-facing materials. • Coordinate with Customer Success to identify case study candidates, gather testimonials, and communicate partner value through shared assets. • Maintain clear project plans, documentation, and timelines to keep all stakeholders aligned. • Contribute to expanding our partner prospect database through list building, segmentation, data hygiene, and research-driven sourcing. • Explore and test new channels to reach edtech companies—such as ecosystem showcases, targeted nurtures, social amplification, content syndication, webinars, or spotlight programs. • Recommend creative approaches for improving engagement and widening the reach of our partner value proposition. • Execute partner marketing activities such as email programs, webinars, co-marketing efforts, and events—in alignment with established strategies and priorities. • Support event planning and execution (virtual and in-person), managing logistics, promotion, communications, and follow-up tasks.

• Design and manage 1:1, 1:few, and 1:many ABM programs that reach the right institutions and organizations with personalized, relevant experiences. • Collaborate with sector marketing, sales, and customer success to identify and prioritize target accounts. • Use Demandbase to orchestrate and measure multi-channel account journeys, including advertising, website personalization, and content engagement. • Partner with content and creative teams to develop assets that resonate with educators, administrators, and technology leaders. • Manage budgets, timelines, and results while continuously experimenting with new tactics and tools. • Lead and analyze research projects to surface insights that fuel smarter ABM strategies.