Head of Partnership

Data Drone runs a Qualys implementation practice that ships outcomes in 45 days. Not a license shop. Not a generalist consultancy. Every engagement starts with one Hero use case and ends with the client team running a Qualys deployment they actually trust — at mid‑market and lower‑enterprise, where Qualys's value gets stranded most often.

The Head of Partnership is the floor‑keeper. The seat that owns the Qualys + TD SYNNEX relationship holds the practice's strategic direction, and never lets the partner‑program ladder reorient what we ship. The partnership is a trust accelerant, not a sales channel. The badge buys trust; that's all we need from it.

You own the Qualys partnership end‑to‑end — Channel Account Manager, Senior Partner Security Architect, account analyst, and program standing. You own the TD SYNNEX relationship — onboarding through Amplify, vendor authorization, and credit posture. You set strategic direction quarterly — which of the three doors to push, which segments to lean into, and what to deprioritize. You generate a Tier 1–2 warm pipeline through your personal network and partner‑side referrals — never through outbound license pitch.

You keep the Partnership Landscape current as the partnership matures.

You don't run engagements. You don't push licenses. You don't make scoping or pricing calls on individual deals. The Engagement Manager runs the rhythm; the POD (SME, Integration Engineer, QA) builds; the Sales & Account Executive owns commercial. Your seat is strategic, relational, and floor‑disciplined.

Every quarter, the partner‑channel team will try to move you up their ladder via license commits. Every quarter, an internal voice will whisper, "We could just close two more deals at a higher tier." Every quarter, a Sales Partner will say, "The competition is doing it." You hold the floor. The whole strategic differentiation of the practice depends on it. The ladder is a treadmill that turns implementation shops into license resellers.

We are not a license reseller. We are an outcome operator.

You will not be doing channel‑sales work, license‑pitch quota chasing, or partner‑event keynote performance. You will be running partner relationships truth‑anchored, generating a warm network pipeline, holding the survival floor under quarterly pressure, and keeping the Partnership Landscape current.

• Morning partner‑inbox triage, mid‑day relationship work (Qualys CAM calls, TDS touchpoints, network conversations), end‑of‑day Partnership Landscape update if anything changed.
• Standing partner cadences attended personally — Qualys CAM monthly minimum, TDS touchpoint quarterly minimum, Qualys First Fridays alongside the team. No delegation on the floor‑keeping rituals.
• Cultural maxim: "The partnership is a trust accelerant, not a sales channel. Survival floor over visibility. Outcomes, never licenses."
• Timezone Flexibility — clients pick NA / EMEA / APAC; we mirror.

• Own the Qualys partnership relationship — CAM, Senior Partner Security Architect, account analyst, program standing.
• Own the TD SYNNEX MSP relationship — onboarding journey, credit posture, vendor authorization, Amplify, and TD Capital optionality.
• Hold the survival floor — partner badge maintained without chasing tier; tier elevation is byproduct, not goal.
• Set strategic direction quarterly — door emphasis, segment focus, what to deprioritize — in writing, with S&AE and EM aligned.
• Generate Tier 1–2 warm pipeline through personal network and partner‑side referrals — never through outbound license pitch.
• Keep the Partnership Landscape current within 14 days of any partner‑program change.
• Represent the Qualys practice externally — at events, in trade press, in…