Partner & Marketplaces Manager

Who are we?

UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface.

The Partner and Marketplaces Manager is a critical role reporting to the VP, Field and Partner Marketing. This position is the operational engine responsible for activating, maintaining, and scaling marketing efforts through our external partner ecosystem, including MSSPs, Fulfilment partners, and B2B Marketplaces (e.g., cloud marketplaces).

This role sits at the intersection of Revenue (Partnership Managers), Product Squads, and our centralised execution teams. You ensure that our partners are equipped with the most up-to-date, on-brand GTM materials and that our Marketplace listings are optimised to generate a qualified trial pipeline, directly supporting both new logo acquisition and expansion revenue goals.

This is a first-of-its-kind role  will help define how partner and marketplace marketing works, not just execute existing processes.

• Content Adaptation & Activation: Independently adapt, repackage, and activate existing Product Marketing and Sales content into partner- and marketplace-ready assets (e.g., datasheets, landing pages, co‑branded materials, listing copy) to support partner enablement and pipeline generation. This role focuses on efficient reuse and distribution of existing messaging rather than net‑new content creation, working closely with Product Marketing to ensure accuracy, consistency, and alignment with UpGuard’s core narratives.
• Marketplace Optimisation: Own the end‑to‑end management, optimisation, and performance reporting for all UpGuard listings on B2B marketplaces (e.g., AWS, Azure), focusing on conversion rate and pipeline generation.
• Partner Enablement Orchestration: Act as the primary Marketing distributor for partner content, ensuring MSSPs and Fulfilment partners receive all necessary sales materials, playbooks, and assets created by the Product Squads.
• Co‑Marketing Campaign Execution: Design, execute, and track joint marketing activities (e.g., co–hosted webinars, partner‑specific landing pages, email blasts) with strategic partners to drive mutually beneficial pipeline.
• Content Activation: Utilise content provided by the Squad Content Writers and PMMs to update partner portals, marketplace listings, and co‑branded digital assets, guaranteeing brand and messaging consistency.
• Pipeline Attribution: Work closely with Marketing Operations and the Revenue team to ensure accurate tracking and attribution of partner‑sourced and partner‑influenced pipeline.
• Process Management: Define and document the internal process for our product‑aligned marketing squads to submit GTM assets for partner activation and marketplace implementation.

• 3+ years of specialised experience in Channel Marketing, Partner Marketing, or B2B Marketplace Management, preferably within SaaS or Cybersecurity.
• Proven ability to drive measurable pipeline and revenue through third‑party channels (MSSPs, resellers, or marketplaces).
• Strong technical and operational understanding of optimising content and listings within B2B software marketplaces (e.g., familiarity with listing criteria, review management).
• Exceptional project management skills, capable of coordinating concurrent GTM motions across multiple internal Squads and external partners.
• Demonstrated ability to build strong cross‑functional relationships with Product Marketing, Sales, and external Partnership Managers.
• Expertise in using marketing automation (Hub Spot) and CRM platforms to track partner leads, campaign activity, and ensure accurate attribution.

• Direct experience managing listings and driving transactions on cloud…