Director of Channel Partnerships

Job Description

Job Description

Who we are.

Reality Defender is an award-winning cybersecurity company helping enterprises and governments detect deepfakes and AI-generated media. Utilizing a patented multi-model approach, Reality Defender is robust against the bleeding edge of generative platforms producing video, audio, imagery, and text media. Reality Defender's API-first deepfake detection platform empowers teams and developers alike to identify fraud, disinformation campaigns, and harmful deepfakes in real time.

Backed by world class investors including DCVC, Illuminate Financial, Y Combinator, Booz Allen Hamilton, IBM, Accenture, Rackhouse, and Argon VC, Reality Defender works with leading enterprise clients, financial institutions, and governments in order to ensure AI-generated media is not used for malicious purposes.

Youtube : Reality Defender Wins RSA Most Innovative Startup

The Director of Channel Partnerships Role.

We are seeking an experienced strategic partnerships leader to build and scale our enterprise alliance ecosystem with hyperscalers, systems integrators, and strategic consulting partners. As Director of Channel Partnerships, you’ll develop and execute partnership strategies that amplify Reality Defender’s market reach through cloud marketplaces, GSI channels, and consulting firm relationships. This role will be instrumental in establishing Reality Defender as the preferred deepfake detection solution within major enterprise ecosystems and partner networks, many of whom are also strategic investors.

Responsibilities include.

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

Who you are.

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 partnership strategies

Strong project management skills with experience managing multiple complex partnerships and investor-partner relationships simultaneously

Bachelor’s degree in Business, Engineering, or related field; MBA preferred

Willingness to travel 30-40% for partner meetings, industry events, and strategic initiatives

Within 1 month, you’ll…

Gain a deep understanding of Reality Defender’s technology platform, competitive landscape, and enterprise go-to-market strategy

Assess current partnerships with hyperscalers, GSIs, and consulting firms to identify optimization opportunities and expansion areas

Meet with key internal stakeholders and review existing partnership agreements and investor-partner relationships

Conduct strategic review sessions with current partners to understand joint value creation opportunities

Within 3 months, you’ll…

Develop a comprehensive alliance strategy focused on hyperscaler marketplaces, GSI channels, and consulting firm partnerships

Optimize and expand existing partner relationships, converting nascent partnerships into active revenue-generating channels

Establish standardized processes for enterprise partner evaluation, onboarding, and performance management

Launch enhanced partner enablement materials tailored for enterprise sales teams and consulting practices

Initiate strategic discussions with 2-3 new target hyperscalers or tier-1 GSI partners

Within 6 months, you’ll…

Activate existing partnerships to drive measurable pipeline and close 1-2 significant partnership-sourced deals

Establish a comprehensive reseller program with clear terms, training, and support structures

Launch co-selling initiatives with key hyperscaler and GSI partners, including joint customer presentations

Develop a partner advisory board, including investor-partners, to guide strategic direction

Achieve initial marketplace listings and partner-sourced pipeline representing 20-25% of total sales pipeline

Within 12 months, you’ll…

Scale alliance program to include active revenue generation across multiple hyperscaler channels and 5+ strategic consulting partners

Achieve partner-influenced revenue target representing 35-40% of company bookings through reseller and alliance channels

Establish Reality Defender as a recognized leader in enterprise AI safety partnerships with tier-1 consulting firms

Build structured partner success programs that leverage investor-partner relationships for strategic market expansion

Drive significant enterprise customer acquisition through established GSI and consulting firm channels

What we offer.

Reality Defender offers the following benefits to all our employees, regardless of location :

Healthcare plans with 100% premium coverage for employees and partial coverage available for dependents

Dental and Vision plans with 100% premium coverage for employees and their dependents

Short / Long-term disability and life insurance plans with 100% premium coverage for employees

FSA / HSA and 401k programs

Equity compensation

20 days of PTO per year

12 weeks of Parental Leave

Learning and Development budget

Monthly wellness benefits

Annual company-sponsored offsite

For employees working from Reality Defender’s HQ in NYC, we offer additional benefits :

Daily in-office lunch through UberEats

Commuter benefits

Remote Fridays

Happy Hours and other local events

Compensation Range : $275K - $350K