Reality Defender
Base pay range
$275,000.00/yr - $350,000.00/yr
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. Our 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, we work with leading enterprise clients, financial institutions, and governments to ensure AI‑generated media is not used for malicious purposes.
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.
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
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
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
Compensation Range: $275,000 - $350,000
Seniority level: Director
Employment type: Full‑time
Job function: Business Development and Sales
Industries: Computer and Network Security
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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. Our 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, we work with leading enterprise clients, financial institutions, and governments to ensure AI‑generated media is not used for malicious purposes.
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.
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
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
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
Compensation Range: $275,000 - $350,000
Seniority level: Director
Employment type: Full‑time
Job function: Business Development and Sales
Industries: Computer and Network Security
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