Marketing Partner & Marketplaces Manager at UpGuard

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 Marketing team at UpGuard includes multiple marketing and design functions, including Product Marketing, Demand Gen, Marketing Ops, Content Marketing, SEO, Community, Design, and Video. UpGuard’s vision is to become a leader in the markets we play in (Cyber VRM, Attack Surface Management) by providing a best-in-class SaaS platform for organizations to manage their third-party risk and external attack surface. Our purpose as a Marketing team is to facilitate this goal by growing UpGuard with a repeatable and scalable marketing engine and a leading brand. Where does this role fit in? The Marketing 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 at UpGuard. You will help define how partner and marketplace marketing works, not just execute existing processes. What will you do? • 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. What will you bring? • 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 (HubSpot) and CRM platforms to track partner leads, campaign activity, and ensure accurate attribution. What will give you an edge? • Direct experience managing listings and driving transactions on cloud marketplaces (AWS, Azure, GCP). • Prior experience marketing through or to Managed Security Service Providers (MSSPs). • Familiarity with the commercial and legal nuances of B2B partnership contracts and channel incentives. • Strong data literacy, comfortable reporting on partner-influenced revenue, conversion rates, and ROI. What’s in it for you? • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance • Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries. • 18 weeks paid Parental Leave: Irrespective of parenting role • Personal Leave Allowance: This includes sick & carer’s leave • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance • Top-spec hardware: All team members will be provided with top-spec laptops for their role • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work #LI-BW1 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.