• Own and grow active partnerships. Drive joint pipeline through shared outbound, co-presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries. • Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co-branded campaigns, and deal registration into ZenGRC opportunities. • Manage and develop the federal/CMMC channel. Evaluate existing relationships and identify gaps. Build or reset partnerships that give ZenGRC co-sell visibility and deal control. • Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation. • Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides. • Integrate with the sales team. Attend weekly forecast reviews. Own partner-sourced deals from first touch through close with joint accountability with the AE. No black-box forecasting from partner contacts.