Director, Strategic Alliances
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Job Description
Director, Strategic Alliances handling technology partnerships at Entrust, focusing on cybersecurity and collaboration across teams. Managing a team and driving strategic initiatives within the technology alliance landscape.
Responsibilities:
- Understand the market and technology/application landscape that Entrust operates in, with strong background and understanding of cyber security, encryption including post quantum cryptography, public key infrastructure, and key/certificate/secrets management.
- Manage relationships with strategic and high influenced revenue-producing technology partners, in collaboration with product, legal, sales and go-to-market focused colleagues.
- Manage a small team of technology partner managers, and advising and facilitating all aspects of technology partner management.
- Develop and maintain go-to-market relationships with technology partners to increase the sales of our combined solutions.
- Drive impact by working in close co-operation with all relevant Entrust departments (channel, solution/field/channel marketing, sales engineering, etc.).
- Manage the entire recruitment and relationship development process of strategic and high influenced revenue producing technology partners into the Entrust Ready technology partner program, including negotiating technology partner agreements in cooperation with the Entrust legal team.
- Help the team derive the maximum benefit from technology partnership, including identifying and executing opportunities to collaborate with strategic partner in multiple technology and solution areas.
- Represent the company at trade shows and customer/partner events as needed.
Requirements:
- Bachelor’s Degree
- 10+ years of technology alliances experience, including technology partnership development and co-selling relationships
- 10+ years experience in cyber security technology, an understanding of cyber security ecosystems, and the ability to sell and present to both technical and business buyers
- A strong understanding of hardware security modules (HSMs), key/certificate/secrets management, and public key infrastructure (PKI)
- Ability to travel domestically and internationally up to 20% of the time
- Must be able to lawfully work within the USA
Benefits:
- comprehensive health and well-being programs
- medical, vision and dental plans
- generous 401(k) matching contribution
- life and disability insurance
- mental health coaching
- virtual fitness programs
- paid personal time off plus 12 paid holidays
- parental leave
- education reimbursement
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