Mitigata is India's first AI-native, full-stack cyber resilience company. Most businesses buy security, compliance, and insurance as three separate products from three separate vendors. We bring all three onto one platform, so a single partner can assess a client's risk, help prevent a breach, prove compliance, and cover the financial loss if an incident occurs.

Founded in 2023 and headquartered in Bengaluru, we are a team of 175+ serving 800+ customers across 25+ industries and 6+ countries, including India, the USA, the UAE, the UK, and Singapore. Our broking arm, Mitigata Insurance Brokers Pvt. Ltd., is licensed by IRDAI. We are backed by Bessemer Venture Partners, Nexus Venture Partners, Titan Capital, WEH Ventures, and Point One Capital, along with founder-angels including Anupam Mittal (Shaadi.com) and Nitish Mittersain (Nazara).

What we do:

- Intelligence (Gordon AI): our AI command centre and 24/7 AI Security Operations Center, monitoring and responding across the full stack
- Security: attack surface monitoring, VAPT, threat intelligence, in-house incident response (DFIR), and a marketplace of 500+ security vendors
- Compliance: GRC automation and audit support through Gordon GRC, across ISO, SOC 2, PCI-DSS, DPDPA, GDPR, RBI, SEBI, IRDAI, and more
- Insurance: cyber and other major liability lines, placed faster and priced better because our own security data informs the underwriting

Because these layers share data, each one strengthens the others: security insights inform underwriting, a stronger compliance posture can lower premiums, and the insurance relationship supports incident response. Join us in building the first line of defence for Digital India, with products built in India for the world.

Location: Bengaluru | Experience: 10+ years | Level: Associate Director or above; final title based on experience

Role Overview:

You will lead our channel business and our grafting strategy: instead of selling only direct, we layer Mitigata's capabilities onto the services our partners already sell. Your focus is SOC-led growth through MSSPs, system integrators, and security vendors, turning our AI-driven SOC into a service partners can resell, co-deliver, or white-label, and building partner-sourced revenue at scale.

Key Responsibilities:

- Build and lead Mitigata's channel business with MSSPs, system integrators, and cloud and security vendors, with transparent targets for partner-sourced pipeline and revenue.
- Drive our grafting model: layer Gordon AI SOC, attack surface monitoring, GRC, and cyber insurance onto partners' existing offerings so they can sell a fuller service under their own relationship.
- Lead SOC-led sales through partners,



positioning our AI-driven SOC and MDR as a white-label or co-delivered service that expands their margins and coverage.
- Identify, evaluate, and sign new partners, prioritising those whose customer base and delivery model fit our platform.
- Design partner programmes covering commercials, revenue share, pricing tiers, SLAs, and joint delivery responsibilities.
- Onboard and enable partner sales and technical teams with playbooks, demos, training, and deal support.
- Run joint account planning and co-selling with partners, and personally lead strategic partner deals through to close.
- Hold regular business reviews with partners on pipeline, wins, churn, and service quality.
- Work with SOC operations, presales, product, and legal to make partner deals deliverable and contracts sound.
- Own partner pipeline, forecasting, and reporting, and share market feedback with product and leadership.

Key Skills & Qualifications:

Must-Have Requirements

- 8+ years in channel, alliance, or partner sales in cybersecurity or IT services, including 4+ years building or managing MSSP partnerships. MSSP partnership experience is mandatory.
- A proven record of growing partner-sourced revenue, backed by numbers such as partner pipeline, revenue, or partners signed and activated.
- Strong understanding of SOC, MDR, and managed security service models, including white-label and co-managed delivery.
- Experience structuring partner commercials such as revenue share, margin models, and multi-year agreements.
- An existing network across MSSPs, system integrators, or security vendors in India or international markets.
- Confidence presenting to and negotiating with partner leadership and senior customer stakeholders.

Good to Have

- Experience with cloud marketplace or hyperscaler partner programmes (AWS, Azure, or GCP).
- Exposure to GRC, compliance automation, or cyber insurance, and how they can be bundled with security services.
- Experience building a partner channel at an early-stage or high-growth company.
- Partner relationships in the USA, UAE, UK, or Singapore.
- Security certifications or vendor partner credentials.

What We Look For

Every role needs strong skills in its craft. Beyond that, the people who thrive at Mitigata tend to share a few traits:





- You care about the problem. Protecting businesses and people motivates you, and the impact of your work matters to you.
- You think from first principles. You question assumptions and reason through new problems instead of relying only on how things have always been done.
- You take ownership. You care about the outcome, not just the task, and step in where you are needed.
- You act with integrity. You are candid about mistakes and handle confidential information with care. Our clients trust us in their most difficult moments.
- You learn quickly. Threats, regulations, and our products change often. We value how fast you grow as much as where you are today.

How We Hire

Our process is structured and built to respect your time. It typically includes a recruiter conversation, a hiring manager conversation, and 3 to 5 interviews, one of which is a practical work sample based on real problems. We aim to reach a decision within 2 to 3 weeks of your first conversation and will keep you informed at every stage.

Every candidate is assessed on the same criteria, whatever their background. We handle your personal information with the same care we apply to our clients' data: we collect only what we need and share it only with the people involved in your application.

Why Join Mitigata?

Protecting the businesses that power India's digital economy.

- Work that matters. Cyber incidents hit real organisations, from hospitals disrupted by ransomware to directors facing liability claims to startups whose funding is put at risk after a breach. Your work helps protect their systems, their finances, and their reputation.
- A distinctive model. We combine cybersecurity, compliance, and liability insurance in one company, because protection works best when prevention and coverage go together.
- Room to build. We are building an AI-native platform and one of India's most comprehensive AI-driven Security Operations Centers, with real scope to solve problems from first principles.
- Growth that follows impact. We are early and growing quickly, so scope often expands faster than headcount. People who learn fast and take ownership see their responsibilities grow with them.
- Startup pace, institutional foundations. IRDAI-licensed, backed by leading investors, and trusted by 800+ customers, while still moving at the speed of a startup.
- Competitive compensation, ESOPs, and the opportunity to contribute to work with national impact.

If you want your work to protect the people and businesses behind India's growth, we would love to hear from you. Build for protection. Build for Bharat ??

📌 AVP/VP- Channel Partnerships (Bengaluru)
🏢 Mitigata™ - Full-Stack Cyber Resilience
📍 Bengaluru