Senior Executive, Commercial & Partnerships / Channel & Market Activation - Part-Time

We are seeking an experienced and commercially driven Senior Executive, Commercial & Partnerships / Channel & Market Activation to lead revenue growth through indirect channels. This role focuses on expanding market reach, strengthening strategic partnerships, and optimising partner performance across the region.

Critically, the ideal candidate brings a cybersecurity background — whether from technical, operational, or advisory roles — that enables them to speak credibly to partners and customers about real-world cyber threats, deployment architectures, and the strategic value of our solutions. This is not a pure sales or relationship role: it requires someone who can bridge the commercial and the technical, articulate how our cybersecurity products integrate into customers’ systems, and persuade stakeholders in Critical Information Infrastructure (CII) sectors and beyond that investing in the right cybersecurity capabilities is not optional — it is imperative.

Key Responsibilities:

Strategic Partnership Development

• Develop and execute business plans for nominated strategic partners, grounded in a clear understanding of the cybersecurity landscape, prevailing threat vectors, and how our product portfolio addresses them.
• Identify, cultivate, and formalise high-value partnerships aligned to company growth objectives — with particular emphasis on partners serving CII sectors (energy, water, transport, defence, healthcare, and others) where regulatory requirements and operational risk create strong demand for proven cybersecurity solutions.
• Lead senior executive-level engagements to co-create joint business and market engagement plans, including defined milestones, timelines, and measurable outcomes. Leverage cybersecurity domain expertise to elevate these conversations beyond generic sales pitches into substantive dialogues about threat posture, compliance mandates, and architecture decisions.
• Monitor partnership performance, ensuring targets are achieved and challenges are proactively resolved, including positioning or technical misalignments that may impede customer adoption.

Partner Enablement & Revenue Growth

• Drive structured partner enablement initiatives that go beyond generic sales training — equipping partners with the cybersecurity knowledge, use cases, and deployment narratives needed to credibly engage their customers. This includes translating complex technical capabilities into compelling, customer-relevant business cases.
• Establish strong mindshare across partners’ leadership, sales, and technical teams by articulating the cyber-physical security narrative — helping partners understand how our products protect operational technology (OT) environments, industrial control systems, and critical infrastructure, not just traditional IT networks.
• Enable partners through coordinated sales programmes, solution positioning workshops, and technical engagement sessions that build confidence in deploying and advocating for our cybersecurity solutions within their customers’ systems architecture.
• Develop and execute joint marketing initiatives — including sector-specific campaigns targeting CII operators, case studies, threat briefings, and thought leadership content — to accelerate pipeline growth and reinforce our brand as a trusted cybersecurity partner.

Partner Recruitment & Ecosystem Expansion

• Identify, evaluate, and onboard new in-country partners aligned to company strategy, with a focus on partners that have established access to CII operators, regulated industries, and organisations with significant cybersecurity obligations.
• Serve as the primary point of contact for key partners — building trust, resolving commercial conflicts (e.g. deal registration or channel disputes), and functioning as an internal advocate who helps partners navigate complex enterprise or government procurement processes.
• Set clear sales targets and track KPIs including partner-sourced revenue, pipeline health, and conversion rates — with a particular focus on converting prospect engagements where cybersecurity relevance and product fit have been clearly established.
• Collaborate with partners on long-term growth strategies, including identifying new verticals, emerging CII mandates, or evolving threat landscapes that create opportunities to introduce or deepen our product footprint.

Cybersecurity Narrative & Customer Education

A central part of this role is helping partners and end-customers understand why and how our cybersecurity products are relevant to them — because if they do not see the need or value, they will neither sign on as partners nor purchase from us.

• Translate cybersecurity concepts — including OT/IT convergence risks, supply chain vulnerabilities, ransomware threats to industrial environments, and regulatory compliance requirements — into accessible, compelling narratives tailored to executive, operational, and technical audiences.
• Apply the cyber-physical security narrative to demonstrate how our products integrate into customers’ existing systems architecture and operational workflows, reducing friction and accelerating adoption decisions.
• Craft and deploy sector-specific use cases (e.g. for energy grid operators, water utilities, port authorities, healthcare networks) that show concretely how our solutions address the threats and compliance obligations most relevant to each customer type.
• Engage CII operators and regulated entities directly or through partners to articulate the strategic case for incorporating our cybersecurity products into their security architecture — navigating both technical scepticism and procurement inertia.

Requirements:

• Diploma or Degree in Engineering, Computer Science, Cybersecurity, Business Management, or a related discipline.
• Experience in channel sales, partner account management, or business development within MNCs, high-growth environments, or cybersecurity-focused organisations.
• Cybersecurity background — whether from a technical, operational (e.g. SOC, incident response, OT security), advisory, or vendor role — that enables credible engagement with security-conscious customers and partners. This is a strong differentiator for this role.
• Familiarity with cybersecurity product categories (e.g. endpoint protection, network security, OT/ICS security, SIEM, identity management) and the ability to articulate how they address real-world threats and integrate into enterprise or operational technology environments.
• Understanding of the CII landscape, sector-specific regulatory frameworks, and the procurement and decision-making dynamics of regulated industries — particularly energy, water, transport, defence, and healthcare.
• Demonstrated track record of consistently exceeding channel revenue targets.
• Strong executive presence with the ability to influence and engage stakeholders at all organisational levels, including C-suite and operational leadership.
• Excellent negotiation skills with strong commercial, contractual, and technical acumen.
• Proven ability to initiate and scale new business opportunities in complex, multi-stakeholder environments.
• Highly goal-oriented, assertive, and a hands-on problem solver who can operate simultaneously at strategic and operational levels.
• Willingness to travel regionally (approximately 30%).

Work Location: Near Jurong East MRT (Hybrid work model)