Director - Partnerships

Job description

Sprinto is an **Autonomous Trust Platform** that centralizes trust requirements across **security frameworks, vendors, and customers.** Sprinto autonomously executes tasks needed to maintain trust across compliance, audits, risk management, vendor risk, privacy, and AI governance, enabling organizations to maintain a strong, reliable trust posture without draining operational bandwidth and resources on repetitive tasks. Backed by top-tier investors such as Accel, Elevation, and Blume Ventures, we’ve **raised** **$** **31.8M** in funding to fuel our mission. Trusted by over **3,000 organizations across 75 countries** , Sprinto helps organizations stay audit-ready, manage real-time risks, and scale fearlessly. With **300+ native integrations** and AI-driven automation, Sprinto supports **200+ global security standards natively** , including SOC 2, ISO 27001, GDPR, HIPAA, PCI-DSS, and more. Sprinto's extensible architecture enables organizations to build and support an infinite number of custom integrations and frameworks. **Founded in 2020** by second-time founders Girish Redekar and Raghuveer Kancherla, Sprinto powers compliance for organizations like Whatfix, Encora, Anaconda, Whatnot, Ultrahuman, WeWork, Everstage, AI Foundation, HackerRank, and many more. **Sprint With Sprinters** At Sprinto, your work has purpose — and your life has space. We are a workplace where you’re empowered to execute on your most ambitious ideas and deliver your best output in a fast-paced, innovative, and supportive environment. Joining Sprinto means you will never run alone; you will always have the freedom to take your shot and the support to go farther than you imagined. **What The Role Involves:** At Sprinto, partnerships are the backbone of our revenue strategy. As the Director of Strategic Alliances & Channel Partnerships, you will play a critical role in developing, managing, and scaling strategic relationships with key identified partners . Your primary objective? Fuel Sprinto’s growth by owning and driving 25% of the company's revenue. You’ll have the opportunity to build a high-performing ecosystem of partners and help Sprinto achieve success on a global scale. **What Your Impact Will Look Like:** - Partnership Strategy: Lead the development and execution of Sprinto’s strategic alliances and channel partnership strategies, focusing on creating new revenue channels and shall be responsible for designing, optimising & scaling the partner programs - Partner Acquisition: Identify, recruit, and onboard new partners, including but not limited to : - MSPs, MSSPs, GSIs, and Consulting Partners, with a focus on driving significant revenue growth - Relationship Building: Cultivate deep relationships with partner C-suite executives and decision-makers, driving collaborative efforts and mutual success - Joint Sales & GTM Programs: Design and implement joint sales and go-to-market (GTM) strategies with partners, increasing Sprinto’s market penetration - Negotiation & Contracts: Lead contract negotiations, growth plans, and deal structuring with partners, ensuring terms are mutually beneficial - Revenue Growth: Own partnership-driven revenue targets, managing the end-to-end partner lifecycle from prospecting to revenue generation - Performance Optimisation: Evaluate partner performance through regular business reviews, recommending improvements to enhance mutual value - Cross-functional Collaboration: Work closely with sales, product marketing, and solutions teams to ensure partner programs are fully supported with the right tools and resources - Mentor & Enable: Act as a mentor to internal teams and partners, offering coaching and enablement to drive results - Building team: Ability to build the partnership team ground up, is actively involved in forecasting the resources requirements and collaborates with the Talent Acquisition team to hire best for the team - Dashboard & Reporting: Track and report on the success of partnerships using CRM and other sales intelligence systems **What You’ll Bring To The Team:** - Experience: 8+ years of experience in strategic alliances, channel partnerships, or related fields, with a track record of revenue generation and partnership success - Industry Expertise: Deep understanding of the SaaS/ISV landscape, with specific knowledge of cybersecurity, GRC, and the changing market dynamics - Relationship Management: Proven ability to build and maintain executive-level relationships and drive collaborative success - Negotiation Skills: Strong negotiator with the ability to craft and finalize partnership contracts, including growth plans and deal structures - Revenue Ownership: Experience managing partnership revenue quotas and driving consistent growth through strategic alliances - Analytical & Strategic Thinking: Ability to analyse performance data, identify opportunities, and implement growth strategies - Technical Acumen: Familiarity with APIs and the ability to identify potential integration opportunities - Cross-functional Leadership: Adept at working across departments, ensuring alignment between sales, marketing, and product teams **How We Care For Our Sprinters :** - Work wherever you are: We’re 100% remote, so you get to choose if you want to work from home, cafe, hills or beaches - Co-working, on the house: If co-working is your jam, we offer a generous annual allowance of up to INR 14,000 annually\\* for social working - We care about your learning: We are invested in seeing you grow, and commit USD 1000 annually to help you level up your skills - We count your spark, not your leaves: We care about you not just as an employee, but as a person. So if you need a reset, make use of Unlimited leaves - Your Safety Net, Woven in: We take care of the what-ifs. From health insurance with coverage up to INR 10 lakh for you and your family, to accident protection of an additional INR 10 lakh, and life insurance worth 3× your annual salary,