Director of Channel Partnerships at Reality Defender

New York, New York, United States

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$150,000 – $175,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Artificial IntelligenceIndustries

Requirements

7+ years of experience in strategic partnerships, business development, or alliance management with hyperscalers, GSIs, or strategic consulting firms
Proven track record of building and scaling enterprise partner ecosystems that drive significant revenue impact through channel partnerships and reseller networks
Deep understanding of hyperscaler partnership models (AWS, Google Cloud, Azure), GSI go-to-market strategies, and consulting firm engagement patterns
Experience managing complex partner relationships where partners serve multiple roles (investor, reseller, technology integrator)
Strong relationships within enterprise partner ecosystems, particularly with cybersecurity and AI-focused practice areas
Experience negotiating enterprise partnership agreements, reseller terms, and cloud marketplace arrangements
Exceptional communication and presentation skills with the ability to influence C-level executives at Fortune 500 companies and government agencies
Strategic mindset with the ability to identify enterprise market opportunities and translate them into scalable partners

Responsibilities

Develop and execute a comprehensive alliance strategy focused on hyperscalers (AWS, Google Cloud, Microsoft Azure), GSIs (IBM, Booz Allen Hamilton, CACI), and strategic consulting partners (Accenture, Deloitte, PwC, KPMG)
Manage and expand existing partnerships while identifying and recruiting new strategic channel and reseller partners
Navigate complex partner ecosystems where alliance partners often serve dual roles as strategic investors, leveraging these relationships for mutual growth
Negotiate and structure partnership agreements, including cloud marketplace listings, reseller agreements, and co-selling arrangements
Build and manage an enterprise partner pipeline, focusing on large-scale deployment opportunities and government contracts
Collaborate cross-functionally with Sales, Marketing, Product, and Engineering teams to ensure successful partner onboarding and joint value creation
Lead joint go-to-market initiatives with hyperscaler and consulting partner sales teams, including co-selling motions and partner-led deals
Establish partner enablement programs, training materials, and success metrics specifically designed for enterprise channel partners and resellers
Represent Reality Defender at major partner summits, industry events, and executive briefing centers to strengthen strategic relationships

Skills

Key technologies and capabilities for this role

Alliance StrategyHyperscalersGSIsCloud MarketplacesSystems IntegratorsConsulting PartnersPartnership ManagementChannel PartnershipsReseller ManagementBusiness Development

Questions & Answers

Common questions about this position

What is the salary range for the Director of Channel Partnerships role?

The salary range is $150K - $175K.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What experience is required for this role?

Candidates need 7+ years of experience in strategic partnerships, business development, or alliance roles.

What does Reality Defender do as a company?

Reality Defender is an award-winning cybersecurity company helping enterprises and governments detect deepfakes and AI-generated media using a patented multi-model approach.

What makes a strong candidate for the Director of Channel Partnerships position?

A strong candidate has 7+ years in strategic partnerships or business development, with experience building alliances with hyperscalers like AWS, Google Cloud, Azure, GSIs such as IBM and Booz Allen Hamilton, and consulting firms like Accenture and Deloitte.

Reality Defender

Deepfake detection for enterprises and governments

About Reality Defender

Reality Defender offers deepfake detection solutions to protect enterprises, platforms, and governments from AI-generated threats. Its detection platform scans images, videos, and audio in real time to identify fabricated content, helping to prevent misinformation. The company stands out by providing enterprise-grade services through a subscription model that allows easy integration into existing systems. The goal is to enhance fraud prevention and maintain the authenticity of digital content for clients.

New York City, New YorkHeadquarters

2018Year Founded

$46.7MTotal Funding

SERIES_ACompany Stage

Enterprise Software, Cybersecurity, AI & Machine LearningIndustries

51-200Employees

Risks

Free tools like TrueMedia's may undercut Reality Defender's subscription model.

Rapid increase in deepfakes could overwhelm current detection capabilities.

Commoditization of AI tools challenges Reality Defender to update detection algorithms.

Differentiation

Reality Defender offers real-time detection for images, videos, and audio deepfakes.

The platform is government-approved, ensuring high reliability and accuracy for clients.

Reality Defender uses a multi-model approach, enhancing detection capabilities across various media types.

Upsides

Raised $33M in Series A to expand technology and market reach.

Partnership with Respeecher enhances audio deepfake detection capabilities.

Won 'Most Innovative Startup' at RSA Conference 2024, boosting credibility.

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